ISV Go-To-Market & Sales Partner Development Manager
Amazon
ISV Go-To-Market & Sales Partner Development Manager
Amazon
Sells products online and rents cloud computing
AWS Sales, Marketing, and Global Services (SMGS) drives revenue, adoption, and growth across our largest and fastest-growing customers, from small and mid-market businesses to global enterprises. Our primary growth engine is the AWS Partner Network, managed by the AWS Partner Organization (APO).
Generative AI is changing how enterprises buy and build software. The partners at the center of that shift, frontier model providers and the data platforms that feed them, are among the fastest-growing businesses on AWS. As the ISV Go-To-Market (GTM) & Sales Partner Development Manager (PDM) for Data & AI in APO Germany & Europe Central, you will own AWS's joint go-to-market and sales motion with these partners across Germany, Switzerland, Austria and Central & Eastern Europe.
This is a partner-assigned, revenue-accountable role. You represent your partners inside AWS and AWS inside your partners. You are measured on what you sell together: Launched Annualized Recurring Revenue (ARR), AWS Marketplace Total Contract Value (TCV), and partner-originated pipeline. Your portfolio covers two groups: leading large language model (LLM) providers available through Amazon Bedrock and AWS Marketplace, and strategic Data, Analytics & AI ISVs.
You will work across partner executives, AWS sales leadership, GenAI specialists and Consulting/SI partners, and you will be expected to set direction yourself. We are looking for someone commercially sharp, comfortable with ambiguity, and able to think long-term about customers and partners while still delivering results this quarter.
Key job responsibilities
As ISV GTM & Sales PDM, reporting to the APO Germany & Europe Central leader, you will:
- Own LLM provider go-to-market. Build and run the regional joint plan with frontier model providers. That includes the operating cadence and co-sell of engagement between the provider's regional team and AWS sales & specialists.
- Sell with the field. Work opportunities with AWS Account Managers from identification through close. Activate partners on shared opportunities, drive ACE co-sell, and clear blockers through to launch.
- Run tri-party co-sell. Design and run Power-of-3 motions (model provider or ISV + Consulting/SI partner + AWS) on named enterprise accounts, from account selection and executive alignment to launched ARR.
- Build plays that move workloads onto Amazon Bedrock, then expand them into agentic, process-level transformation engagements.
- Grow the Data & AI ISV portfolio. Own the regional strategy for strategic Data, Analytics & AI ISVs: joint business plans, top-to-top sales alignment, localized sales plays, and field enablement (Better Together, ACE co-sell, AWS Marketplace, MEDDPICC).
- Drive AWS Marketplace transactions. Use private offers, Channel Partner Private Offers (CPPO) and alignment with customer commit agreements to deliver your category's Marketplace TCV target.
- Own the category business. Maintain the category baseline, forecast and path to plan. Write the monthly and quarterly business reviews and contribute to the annual operating plan.
A day in the life
Your week might start with a pipeline review with a model provider's DACH leadership and the AWS GenAI specialist team, deciding which named enterprise accounts are ready for a joint executive session. By midweek you might be on a deal call with an AWS Account Manager and a data platform partner, structuring a Marketplace private offer against the customer's commit. Then you might work with a global SI's AI practice lead to shape a tri-party offer, and bring in the right sales director to unblock a Bedrock migration opportunity that has stalled in qualification. You might end the week updating your category forecast and writing the narrative for the monthly business review.
Success means launched ARR, Marketplace TCV and partner-originated pipeline that land on plan, and a joint go-to-market model with your partners that keeps working when you are not in the room.
About the team
APO Germany & Europe Central covers Germany, Switzerland, Austria and Central & Eastern Europe. The ISV GTM & Sales team covers Technology Partners by category (Data & AI, DevSecOps, and Horizontal Business Applications). We work with Consulting Partner PDMs, the EMEA Tech Partner organization and AWS sales to bring ISV and GenAI partners to customers.
Diverse Experiences
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- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Experience selling enterprise software or cloud-based applications
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- MBA
- Experience with technology transformation initiatives
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