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Would you like to be part of a team focused on driving growth and deepening strategic partnerships with some of India's most impactful Independent Software Vendors (ISVs) As an Account Manager in our ISV team at Amazon Web Services (AWS), you will own a named portfolio of top ISV partners and be responsible for developing their partnership with AWS - driving co-sell success, go-to-market execution, and joint value creation.
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer and partner to grow by providing tailored service, unmatched technology and support. We dive deep to understand each partner's unique challenges, then craft innovative solutions that accelerate their success.
In this role, you will be the strategic owner of your assigned ISV partnerships - shaping the partnership vision, driving joint go-to-market motions, enabling co-sell with AWS field teams, and ensuring your ISVs build on AWS, sell with AWS, and grow with AWS. You will work at the intersection of business development, partner strategy, and ecosystem orchestration to maximize mutual value for ISVs, AWS, and end customers.
Key job responsibilities
Partnership Strategy & Planning: Own a portfolio of 8-12 named top ISV partners. Define and execute partnership strategies with clear joint business objectives, GTM milestones, and mutual growth targets. Develop multi-year partnership roadmaps aligned to each ISV's product direction and AWS's ecosystem priorities.
Executive Relationship Management: Build and maintain trusted relationships at the C-level and VP level within ISV organizations. Drive executive alignment on partnership vision, joint investment priorities, and long-term strategic direction. Champion the partner's voice internally within AWS.
Co-Sell Orchestration: Design and drive co-sell motions - identify joint customer opportunities, enable ISV sales teams to engage alongside AWS field sellers, manage co-sell pipeline governance, and support deal progression from opportunity through closure. Own co-sell targets and report on pipeline health.
Go-to-Market Development: Develop and execute joint GTM plans including campaign orchestration, joint customer events, solution-led demand generation, and partner-led marketing initiatives. Position ISV solutions on AWS to win in market. Drive awareness of ISV solutions across the AWS field organization.
Partner Enablement & Readiness: Drive ISV readiness on AWS - ensure partners have the technical training, certifications, solution validation, and sales enablement they need to succeed. Coordinate with Solutions Architects and Partner Solutions teams to accelerate ISV workload optimization, SaaS modernization, and Well-Architected reviews.
AWS Marketplace & APN Acceleration: Drive ISV listings and transactions on AWS Marketplace - work with partners to optimize their Marketplace presence, structure private offers, enable channel and consulting partner resell motions, and grow Marketplace-sourced revenue. Leverage AWS Partner Network (APN) programs to unlock technical, GTM, and funding benefits for your ISVs.
Business Reviews & Governance: Conduct regular partner business reviews to track progress against joint targets. Manage partnership health metrics, escalate blockers, and drive accountability across internal and partner stakeholders.
Ecosystem & Tri-Party Orchestration: Identify and drive tri-party initiatives - connecting ISVs with consulting partners, system integrators, and AWS customers to create joint solutions and compound value. Build ecosystem plays that expand the ISV's reach and AWS's partner-attached revenue.
Internal Advocacy & Cross-Functional Coordination: Work across a matrixed organization - collaborating with Solutions Architects, Marketplace teams, APN program managers, Marketing, Legal, and segment leaders - to marshal resources, remove barriers, and accelerate partner outcomes. Serve as the internal advocate for your ISV partners.
Market Intelligence: Stay current on industry trends, competitive dynamics, and the ISV landscape. Identify new opportunities to deepen engagement and expand the partnership footprint.
A day in the life
You start your day reviewing co-sell pipeline health and partner engagement metrics for your named ISVs. You join an executive alignment call with a top ISV's CXO to discuss their product roadmap and how the AWS partnership can accelerate their next release. Mid-morning, you enable a co-sell motion - briefing an AWS field Account Executive on an ISV's solution fit for their customer, and coordinating a joint pitch. After lunch, you lead a quarterly partnership review with another ISV, tracking progress on Marketplace listings, co-sell wins, APN program milestones, and upcoming joint GTM campaigns. You close the day designing a tri-party initiative connecting your ISV with a consulting partner and a shared customer - coordinating with solutions architecture and marketing to build a compelling joint value proposition.
About the team
The AWS ISV team develops strategic partnerships with Independent Software Vendors to help them build, market, and sell their solutions on AWS. We combine deep technical expertise with partner development acumen to drive mutual growth - enabling ISVs to innovate faster while creating differentiated value for the AWS ecosystem and end customers. Our team culture values ownership, customer obsession, and a bias for action.
- 5+ years of business development, partner development, sales or alliances management experience
- 5+ years of building profitable partner ecosystems experience
- Experience selling enterprise software or cloud-based applications
- Bachelor's degree or equivalent
- Experience working with and presenting to C-level executives and senior leadership within ISV / technology partner organizations
- Experience driving co-sell, channel, or partner-led sales motions with a track record of delivering revenue growth through partnerships
- Experience in relationship management within technology, start-ups, or SaaS Platforms
- Experience working in a matrixed environment, influencing strategy, and achieving goals by working across the organization
- Experience driving co-sell, marketplace, or channel-led go-to-market programs
- Experience managing a portfolio of technology partners and driving measurable partnership outcomes (revenue, adoption, joint wins)
- Hands-on experience with AWS Marketplace (listings, private offers, CPPO/channel partner private offers, procurement workflows)
- Familiarity with AWS services, cloud architecture patterns, and AWS Partner Network (APN) programs such as ISV Accelerate, SaaS Factory, or Competency designations
- AWS certification (Cloud Practitioner or above)
- Strong oral and written communication skills with the ability to simplify complex technical and business concepts for diverse audiences
- MBA or equivalent advanced degree
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
Job ID: 150091757
Skills:
Software Selling, Software Sales, Corporate Selling, B2b Sales, Saas Sales, Corporate Sales
Skills:
Client Success, Analytical Skills, Problem-solving, Account Management, B2b Sales, Communication, Digital onboarding
Skills:
technical support, Sales, sales operations processes, Analytical Skills, Negotiation, business development, Relationship Building, Communication Skills
Skills:
Technical Sales, Forecasting, CRM Tools, Account Management, Business Development
Skills:
Ms Excel, Sales, Key Account Management, Contracting, B2b Sales
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