Senior Tech Business Development Manager

Senior Tech Business Development Manager

Amazon Web Services (AWS) Marketplace is seeking a Senior Tech Business Development Manager to drive customer success and adoption for AWS Marketplace's storefront capabilities. This role will be instrumental in helping ISV partners, channel partners, and enterprise buyers successfully implement and scale storefront solutions that transform how organizations procure software.

As a Senior Tech Business Development Manager, you will be the primary technical point of contact for storefront customers, combining hands-on customer support, technical onboarding, and enablement to ensure customers achieve their desired outcomes. You will work directly with customers to configure storefronts, troubleshoot issues, optimize procurement workflows, and maximize the value of AWS Marketplace. You will help customers understand how AWS Marketplace and storefronts integrate with their existing enterprise procurement systems such as Coupa, SAP Ariba, and ServiceNow to streamline purchasing and compliance processes. This role requires deep technical knowledge of AWS services, AWS Marketplace operations (listings, offers, procurement), and hands-on experience with the AWS console and Linux environments.

The ideal candidate is customer-obsessed with strong technical aptitude and a passion for solving complex problems. You will have the ability to build trusted relationships with customers, translate technical concepts into business value, and serve as the voice of the customer internally. You should be comfortable working hands-on in the AWS console, troubleshooting technical issues, and guiding customers through onboarding and adoption journeys. Experience with enterprise procurement systems and workflows is highly valued. You will possess high ownership, attention to detail, and a drive to continuously improve the customer experience.

Key Job Responsibilities

Customer Onboarding & Enablement

• Lead end-to-end technical onboarding for storefront customers (ISV partners, channel partners, enterprise buyers), including storefront configuration, AWS Marketplace listings, offer creation, and procurement workflow setup
• Help customers integrate AWS Marketplace and storefronts with enterprise procurement systems (e.g., Coupa, SAP Ariba, ServiceNow) to streamline purchasing workflows
• Conduct technical workshops and deliver product training on AWS Marketplace operations, private offers, and channel partner workflows
• Develop and maintain onboarding runbooks, enablement content, documentation, and self-service resources

Customer Support & Technical Troubleshooting

• Serve as the primary technical point of contact for storefront customer inquiries and escalations
• Troubleshoot complex technical issues across AWS services, AWS Marketplace operations, storefront configurations, and procurement integrations using AWS console
• Deliver superior customer support, exceeding SLA expectations and driving key support metrics

Customer Success & Adoption

• Build trusted relationships with customers to understand their business goals, procurement challenges, and drive storefront adoption
• Conduct regular business reviews and health checks to ensure customers achieve desired outcomes
• Track and report on customer adoption metrics, proactively identify risks, and develop mitigation plans

Cross-Functional Collaboration & Operations

• Collaborate with Product, Engineering, and Business Development teams; synthesize customer feedback into actionable product requirements
• Coordinate with engineering teams to prioritize bug fixes and enhancements that impact customer experience
• Build scalable processes, playbooks, and best practices for customer onboarding, support, and procurement integrations
• Establish metrics and KPIs to measure customer success, adoption, and satisfaction

About The Team

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.

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

Key skills/competency

• AWS Services
• AWS Marketplace Operations
• Customer Success Management
• Technical Onboarding
• Procurement Systems Integration
• Technical Troubleshooting
• Business Development
• Channel Partner Management
• Enterprise Software
• Relationship Building