Amazon Web Services (AWS) is looking for an experienced and strategic Senior Partner Development Manager to join the EMEA ISV Team, owning and growing a portfolio of Independent Software Vendor (ISV) partnerships across EMEA. Based in Madrid, this role is the primary strategic advisor to a diverse set of ISVs — spanning multiple technology categories — helping them build on AWS, grow through AWS Marketplace, and drive joint customer outcomes.
The Senior PDM will own the end-to-end partner relationship, operating as a trusted advisor at the executive level. You will define the partnership narrative, shape joint go-to-market strategies, and drive measurable business outcomes across your portfolio. This is not an execution-only role — you will independently set direction for your partners, identify new growth opportunities, and influence both internal and external stakeholders to align on strategic priorities.
The ideal candidate combines strong business judgment with the ability to engage credibly at CxO level. You are comfortable operating across technology domains, can quickly develop conviction on a partner's value proposition, and translate that into actionable joint GTM motions. You think long-term, act with urgency, and thrive in ambiguity.
Key job responsibilities
- Own the partner portfolio — serve as the single-threaded leader for a portfolio of ISVs across the EMEA region, spanning multiple technology categories (e.g., Security, Data & AI, DevOps, Application Modernisation, GenAI)
- Be the strategic advisor — develop deep understanding of each partner's business, product roadmap, and growth ambitions; provide informed guidance on how to maximise their success on AWS
- Own the executive narrative — craft and deliver compelling partnership stories at VP/C-level both internally and externally; position AWS as the partner's cloud of choice through thought leadership and strategic engagement
- Drive AWS Marketplace adoption — accelerate partners' Marketplace listing, transaction, and co-sell motions; identify opportunities to simplify customer procurement and drive measurable revenue through the channel
- Develop joint go-to-market strategies — build and execute partner business plans aligned to AWS field priorities; coordinate co-sell motions with AWS account teams across EMEA
- Identify and develop new opportunities — spot whitespace across partner capabilities, emerging technology trends (GenAI, Agentic AI, SaaS modernisation), and customer demand signals; translate these into new joint value propositions
- Influence cross-functional teams — orchestrate Partner Solutions Architects, Partner Marketing, ISV Sales, and AWS field teams to deliver against partner goals
- Drive partner-level goals — own revenue targets, pipeline metrics, Marketplace transaction growth, and strategic milestones; report progress and propose corrective actions to leadership
- Build executive relationships — develop and maintain VP/CxO-level relationships at partners and within AWS; broker alignment on strategic priorities and escalations
- Raise the bar — contribute to team mechanisms, share best practices, and mentor peers; bring outside-in thinking to continuously improve how the EMEA ISV team operates
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.
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