Additional Information
Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Federal Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. In this role, you will serve as the primary business owner for a strategic book of ISV partners building mission-critical solutions for U.S. Federal customers - spanning Civilian, Defense and National Security verticals.
You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate their platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers. This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. You will work at the intersection of cloud technology, Federal compliance, and partner ecosystems - collaborating with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners and AWS alike.
This position requires that the candidate selected be a US Citizen.
Key job responsibilities
- Own a portfolio of Federal Technology ISV partners as customers - drive direct AWS revenue growth
- Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS
- Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and Federal contract vehicles
- Drive joint GTM motions - identify, develop, and close co-sell opportunities across Federal end-customers by articulating the differentiated value of each partner's solutions running on AWS
- Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS
- Navigate Federal compliance and certification requirements (FedRAMP, IL2-IL6, StateRAMP, CMMC) to help partners achieve authorization milestones that unlock new Federal revenue
- Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
- Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and GTM motions
- Serve as the voice of the partner internally - advocate for partner across AWS product, programs, and go-to-market teams
A day in the life
Your morning might start with a partner executive check-in reviewing their AWS migration timeline and upcoming FedRAMP authorization milestone. Mid-morning, you join an internal pipeline review with your FedTech leadership team, walking through top opportunities across your portfolio and coordinating resources. After lunch, you hop on a co-sell call with an AWS Federal field seller and your partner's sales team to strategize on a FedCiv agency deal. In the afternoon, you work cross-functionally with a Partner Solutions Architect to unblock a technical requirement for a partner's new AI/ML workload. You close the day by updating your account plans in Salesforce and preparing a QBR deck for an upcoming executive engagement. No two days are the same - you balance strategic planning with tactical execution across a dynamic portfolio.