Description

Would you like to help define how the world's largest cloud platform partners with technology companies in Canada? Amazon Web Services (AWS) is looking for a Partner Development Manager to join the Canadian Technology Partnerships and AWS Marketplace team. In this role, you will own strategic relationships with Independent Software Vendors (ISVs) and drive co-sell outcomes through AWS Marketplace, the fastest-growing route to market for enterprise software.

This is not a legacy partner management role. You will operate at the intersection of partner strategy, commercial execution, and marketplace economics. Your job is to accelerate your partners' growth on AWS while building a durable revenue stream through Marketplace Private Offers (MPPOs), co-sell motions, and joint go-to-market plays that connect partners directly to Canadian enterprise customers.

Key job responsibilities
- Own a portfolio of strategic ISV partnerships in Canada. Drive executive-level relationships (CXO, Product, Marketing, Field) and execute joint business plans that grow partner revenue on AWS.
- Drive Marketplace adoption as the primary co-sell channel. Manage the full lifecycle: partner listing strategy, MPPO execution, channel routing with segment sales teams, and deal acceleration.
- Build and manage joint pipeline with assigned partners. Conduct regular business reviews, track pipeline health, and drive deal progression alongside AWS field sales teams.
- Lead the partner-led sales motion in Canada. Identify customer opportunities where partners can lead, connect partners to AWS account teams, and enable field sellers to position partner solutions.
- Create and execute go-to-market programs. Develop joint marketing, demand generation, and partner enablement initiatives that align to Canadian market priorities (energy, AI, public sector, infrastructure).
- Represent your partners internally across AWS. Build internal awareness of your partners' solutions, influence product roadmap discussions, and advocate for partner needs with service teams.
- Prepare and deliver business reviews to senior leadership. Use data, CRM systems, and internal analytics to track performance against targets and communicate results clearly.
- Manage complex commercial engagements including contract negotiations, pricing strategy, and legal coordination.

About the team
The Canadian Technology Partnerships team is responsible for building and scaling AWS's ISV partner ecosystem in Canada. We manage strategic partner relationships across Enterprise, Scale, and ISV segments, drive Marketplace adoption as the primary commercial channel, and execute co-sell motions alongside AWS's segment sales teams. Our team sits at the centre of an investment moment in Canada, where energy, AI, infrastructure, and digital transformation programs are creating unprecedented demand for partner-delivered cloud solutions.

We are a high-performing team that operates with ownership and bias for action. We look for people who bring diverse experience, strong commercial instincts, and the ability to influence without authority across complex organizations.