Principal Partner Development Manager, Manufacturing, Global Strategic Industry Technology Partnerships

AWS for Manufacturing brings together services from AWS and AWS Partners to help customers accelerate engineering innovation, optimize factory operations, launch smart products, and transform supply chains. Our technology partners are at the forefront of how AWS delivers value to manufacturing customers and are a key part of our growth strategy in the industry. Would you like to own strategic relationships with globally strategic Manufacturing ISVs that help customers modernize operations and accelerate innovation in the cloud? As a Partner Development Manager for Manufacturing Industry ISVs, you will have the exciting opportunity to work with the most innovative technology partners on the planet. Your responsibilities will include building go-to-market partnerships, owning C-level relationships, and driving revenue growth through co-selling activities with globally strategic Independent Software Vendors (ISVs) powered by AWS — partners whose platforms and solutions power next-generation manufacturing across engineering design, smart factory operations, industrial data, connected products, and supply chain transformation. You will own the full lifecycle of partner relationships, from envisioning to development and through to sales engagement with the AWS field. You will work with partners to incubate new manufacturing capabilities, drive adoption, and lead GenAI-powered industry innovation. Overall, you will play a key role to ensure AWS for Manufacturing is there wherever our customers need us. The ideal candidate has a proven track record of influencing senior business and technical leaders in the manufacturing domain, delivering growth-oriented results in a business development, alliances, or channel role, and a business background that enables them to interact effectively at the C-level. They think strategically, communicate persuasively, and create compelling value propositions for partners. They have a passion for emerging technologies and the ambition to shape the future to benefit partners. They have familiarity with core manufacturing vernacular, business processes, and industry value chains to help partners maximize growth potential with AWS to meet our customers' needs. They should have broad expertise across key Manufacturing sub-verticals (Discrete Manufacturing, Process Manufacturing, Industrial Automation, Supply Chain & Logistics) with demonstrated depth in at least one, and understand how industry and technology trends are shaping customer strategies — including smart factory and industrial IoT, product lifecycle management (PLM) modernization, digital twins, industrial data fabric, connected products, physical AI and robotics, and sustainability. Above all, they have an entrepreneurial mindset to deliver results for their partners and AWS. Key job responsibilities

• Serve as a key member of the Global Industry Technology Partner team, influencing strategy to drive adoption of AWS in the Manufacturing community
• Establish and manage senior, technical, and business relationships with a portfolio of globally strategic ISV partners in the Manufacturing industry
• Establish and manage go-to-market plans with ISV partners to drive top-line revenue growth through co-marketing, co-selling, and strategic initiatives with AWS
• Develop and scale differentiated ISV partner offerings and solutions on AWS for manufacturing, accelerating time-to-value for end customers across priority sub-verticals (e.g., engineering innovation, smart factory operations, connected products, supply chain transformation)
• Lead the incubation of GenAI-powered manufacturing capabilities with ISV partners — including agentic AI for industrial operations, AI-driven quality inspection, predictive maintenance, and generative AI for manufacturing knowledge management
• Establish and manage strategic agreements with ISV partners that establish long-term impact and position AWS as the preferred cloud provider for Manufacturing ISVs
• Construct and lead executive workshops with ISV partner leaders
• Manage cross-functional stakeholders including sales, technical, marketing, business development, contracting, and partner roles to execute on key activities with ISV partners — orchestrating alignment across the broad industry stakeholder team.
• Drive APN Program attainment, continuous certifications, and seller mindshare programs to build lasting ISV partner capability and expand AWS footprint across manufacturing verticals
• Light to moderate travel required - Experience developing strategies that influence leadership decisions at the organizational level - 7+ years of solving problems with technology in the Global Manufacturing Industry - 10+ years of relevant professional experience (business development, channel sales, alliances, partner management) with increasing complexity and span of control - 5+ years of developing, negotiating, and executing business agreements - 5+ years of working with Data & AI related technologies, including but not limited to AI/ML, GenAI, Analytics, IoT, Database, and/or Storage - Experience identifying, negotiating, and executing complex legal agreements - Experience presenting to both technical and non-technical executive audiences - Knowledge of AWS services including compute, storage, networking, security, databases, machine learning, and serverless technologies - Experience interpreting data and making business recommendations - Knowledge of manufacturing industry trends including smart factory, digital twins, industrial data fabric, connected products, physical AI/robotics, predictive maintenance, and sustainability Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( https://www.amazon.jobs/en/privacy_page ) to know more about how we collect, use and transfer the personal data of our candidates. m/w/d 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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.