Partner Development Manager Jobs in Seattle, WA

This position is part of the AWS Specialist and Partner Organization (ASP), within the WW Public Sector partner programs team. As a Senior Manager leading GTM Acceleration, you will create and execute the vision for how AWS helps partners go to market with Public Sector customers at scale. Your team builds the playbooks, sales strategies, campaigns, enablement, and events that help partners become domain experts in priority workloads (AI, Digital Sovereignty, Customer Experience, Managed Services, and more) and co-sell effectively with the AWS WW Public Sector sales field.

Public Sector customers (government, defense, healthcare, education, nonprofit, and aerospace & satellite) operate under unique compliance requirements, mission imperatives, and procurement cycles. Partners are indispensable in this space: they carry the most strategic contracts, serve the most sensitive customers, and are involved in nearly every Public Sector account globally. You will be responsible for the strategy, programs, and field engagement that equip these partners to accelerate their own customer acquisition and revenue growth on AWS.

The ideal candidate thinks at scale, and with an AI-native mindset. Rather than driving individual deal closure, you will design and deliver the tools, incentives, enablement, campaigns, and events that allow hundreds of partners to win deals they could not have won on their own. You will hold program metrics and influenced revenue accountability across Co-sell, Marketplace, AI, Digital Sovereignty, and Managed Services Programs, own a programs budget, and build trusted relationships with Public Sector Sales leadership at the Director and VP level. You will lead a globally distributed team of senior program managers and set the strategic direction, goals, and operating model for this newly formed function within our team.

You will be expected to design programs that use AI to scale partner enablement and program operations, and to push your team to integrate AI into how the function works. You should have a demonstrated ability to think strategically about partner, business, and field challenges, to convey compelling value propositions, and to earn trust across organizations. You will be comfortable operating in ambiguity, defining what does not yet exist, and influencing senior stakeholders to bring a new vision to life.

Key job responsibilities
GTM Strategy & Vision

• Create and own the vision for how AWS helps partners go to market with Public Sector customers at scale
• Define the GTM Acceleration function charter, strategic priorities, goals, and operating model
• Establish success metrics, targets, and executive-level reporting for the function
• Assess and streamline the existing body of work across the team; determine what to keep, what to sunset, and what to build new
• Set the 2027 strategic priorities and investment thesis for partner GTM acceleration in Public Sector

Programs & Revenue

• Own the worldwide GTM strategy for partner Co-sell, Marketplace adoption, ISV acceleration, and Managed Services Programs across WW Public Sector
• Build the playbooks, sales strategies, campaigns, enablement, and events that help partners become domain experts in priority workloads (AI, Digital Sovereignty, Customer Experience, Managed Services, and more)
• Deliver program metrics including partner influenced revenue, partner solutions, and partner capability
• Identify where the next wave of partner-driven growth will come from; shape new programs and motions, not just execute existing ones

Field & Stakeholder Alignment

• Build and maintain trusted relationships with Public Sector Sales leadership at the Director and VP level, serving as the primary programs voice to the Sales field
• Earn trust with partner sales and account management organizations; demonstrate that your programs create leverage they cannot achieve alone; complement existing field motions rather than competing with them
• Operate cross-functionally across partner programs, partner sales, and the broader AWS Partner organizations to ensure Public Sector requirements are built in, not bolted on
• Represent the team at leadership forums, partner summits, and executive roundtables

Team Leadership & Development

• Lead, coach, and develop a globally distributed team of senior program managers and domain specialists
• Develop top talent; build an environment where high standards and genuine growth coexist
• Enable team members to build their own stakeholder relationships and develop as leaders in their respective domains

A day in the life
This role sits at the intersection of partner programs and the Public Sector Sales field. You start your day with a team member in Europe, coaching them through a stakeholder relationship with a regional distribution partner. Mid-morning, you shape a document on how your function will support an emerging strategic priority and review an AI-built draft of a partner enablement campaign your team is piloting. After lunch, you broker alignment between your Marketplace lead and a Sales VP on an incentive structure ahead of a leadership review. You close the day with a partner priorities sync with a counterpart in Australia, working through co-sell plans for a defense workload.

About the team
WW Public Sector Partner Core enables partners to accelerate cloud adoption and mission outcomes for public sector customers through scalable partner programs. We work backwards from partner and customer feedback to identify and prioritize the programmatic efforts that will accelerate our partners' success in engaging public sector customers and growing their business on AWS.

The team is globally distributed and works with partners ranging from defense technology startups to global system integrators, supporting Sales teams that cover government, defense, healthcare, education, nonprofit, and aerospace customers worldwide.

The leader of this function will report directly to the head of the team and will build an operating rhythm with Public Sector Sales leadership. This is a role with significant executive exposure and the opportunity to influence how AWS approaches partner-driven growth across its most complex markets.