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.
- 5+ years of business development, partner development, sales or alliances management experience
- Experience with end-customer sales in the cloud or software industry and a successful track record with consulting or technology partners through account management, program management, and business development
- Experience working with partners through account, product or program management and business development engagements
- Demonstrated ability to build and execute joint business plans that drive measurable revenue outcomes
- Experience with cloud platforms, SaaS business models, or enterprise software ecosystems
- Experience in large complex deal negotiations with a successful track record
- Experience with AWS Marketplace, cloud marketplaces, or channel/alliance programs at a hyperscaler
- Track record of driving co-sell or partner-led sales motions in collaboration with field sales organizations
- Understanding of the Canadian technology and enterprise landscape
- Strong analytical skills and comfort with data-driven pipeline management
- Familiarity with ISV business models, including SaaS pricing, consumption economics, and platform strategies
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
The base salary range for this position is listed below. As a total compensation company, Amazon's package may include other elements such as sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.
CAN, ON, Toronto - 111,300.00 - 185,800.00 CAD annually
