Amazon Web Services (AWS) Marketplace is seeking a Tech Business Development Manager to drive customer enablement and success for AWS Marketplace's storefront capabilities. This role will be instrumental in helping enterprises transform how they procure software by creating seamless experiences for buyers, sellers, and resellers through innovative storefront solutions.

As a Tech BDM, you will work with external Marketplace sellers and partners to drive adoption of storefront capabilities that simplify procurement workflows, enhance buyer experiences, and enable sellers and channel partners to scale their business through AWS Marketplace. This role combines customer onboarding, enablement, and business development to ensure our customers successfully adopt and scale storefront solutions. You will drive operational improvements to add value, eliminate waste, and improve the customer experience while collaborating with technical teams to deliver new features and build programs that deliver high value.

The ideal candidate has strong technical aptitude with knowledge of procurement technology, marketplace dynamics, and enterprise software. You will have the ability to learn complex systems quickly and apply them to problem-solve with creative solutions. You should possess a technical foundation that allows you to articulate the value proposition of storefront solutions to IT leaders, procurement officers, and channel partners. You will have a demonstrated ability to execute well, deliver results, and drive operational excellence with strong customer obsession, high ownership, and a drive to continuously improve processes and customer experiences.

Key job responsibilities
Customer Enablement & Onboarding
- Lead customer onboarding for AWS Marketplace storefront capabilities, ensuring successful adoption and time-to-value
- Design and implement scalable processes that improve the storefront onboarding experience for buyers, sellers, and resellers
- Build and maintain enablement content, collateral, playbooks, and documentation for storefront features and procurement workflows
- Facilitate onboarding support and role training for new team members on storefront solutions
Partner & Seller Development
- Work with external Marketplace sellers, channel partners, and resellers to drive adoption of storefront capabilities
- Help customers successfully scale their AWS partner business through storefront enablement and guidance
- Develop joint success plans with strategic partners to accelerate storefront adoption and simplify procurement workflows
Operational Excellence & Process Improvement
- Drive operational improvements to add value, eliminate waste, and enhance the storefront customer experience
- Build scalable processes and establish best practices for storefront customer engagement
- Establish metrics and KPIs to measure storefront adoption, customer success, and program effectiveness
- Identify opportunities to automate and streamline storefront onboarding and support workflows
Cross-Functional Collaboration
- Collaborate with internal stakeholders across Leadership, Business Development, Finance, Legal, Sales, Business Intelligence, Product, and Engineering to drive storefront success
- Build and strengthen collaborative relationships with partners, service providers, engineering teams, and support staff
- Coordinate with AWS Marketplace engineering teams to prioritize storefront feature requests and bug fixes that impact customer experience
- Synthesize customer feedback on storefront capabilities into actionable requirements for product teams

About the team
Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Basic Qualifications

- Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
- 5+ years of experience in technical account management, customer success, or customer-facing technical roles
- 3+ years of hands-on experience with AWS services and the AWS console
- Strong technical aptitude with ability to understand complex distributed systems and integrations
- Experience working with enterprise software, e-commerce platforms, or marketplace systems

Preferred Qualifications

- Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
- Advanced degree, or MBA
- Familiarity with enterprise procurement systems (e.g., Coupa, SAP Ariba, ServiceNow) and procurement workflows
- Experience with API integrations, webhooks, and technical troubleshooting
- Familiarity with AWS Marketplace private offers, channel partner programs, or enterprise procurement workflows
- Experience supporting ISV partners or channel partner ecosystems
- Experience with data analysis tools and customer success platforms

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, CA, Irvine - 147,900.00 - 200,100.00 USD annually