Senior ISV Partner Dev. Mng, EMEA Technology & Software Partnerships Team

AI in this role

Senior partner development manager driving ISV partnerships, cloud adoption, and go-to-market strategies for AWS in EMEA.

awsaws-marketplace

partner-managementgo-to-marketcloud-computingsaasgenerative-ai

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

Basic qualifications

- Bachelor's degree
- Knowledge of publisher ad tech stacks and/or advertising technology
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications
- Experience explaining complex technical concepts to various business and technical audiences
- Experience presenting to both technical and non-technical executive audiences

Preferred qualifications

- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

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.

How we rate this

Senior ISV Partner Dev. Mng, EMEA Technology & Software Partnerships Team at Amazon rates 65 out of 100 for how much of the daily work is AI. That makes it Works on AI (AI Level 3 of 4). The level is about AI in the job, not seniority.

Classification

Works on AI. The daily work is on AI products, without building the model.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Open the description and count.

Prepare for this job

A free preview built only from this posting: what it asks for, what you could be asked in an interview, and how to adjust your resume.

Skills and AI tools this role asks for

Partner ManagementGo To MarketCloud ComputingSaasGenerative AIAWSAWS Marketplace

Questions you could be asked

Tell me about a project where partner management was part of your work. What did you do?
Tell me about a project where go to market was part of your work. What did you do?
Tell me about a project where cloud computing was part of your work. What did you do?
Tell me about a project where saas was part of your work. What did you do?
Tell me about a project where generative ai was part of your work. What did you do?

Adapt your resume

List these exact terms on your resume: Partner Management, Go To Market, Cloud Computing, Saas, and Generative AI. An applicant tracking system matches the wording, not the idea.
Attach one line of real, concrete experience to at least one of them — a tool named with nothing behind it rarely survives a human read.
Show where AI is part of your daily process, not a one-off project — this role expects it to be a running habit.

Want an expert to read your CV for this job?

Free. Send your CV and the role you want next. We reply by email within 2 to 4 business days.

Get a free CV review

Get new remote AI jobs (Works on AI ●●●○ or higher) by email

One email a week with the new remote AI jobs (Works on AI ●●●○ or higher), each rated for how much AI is in the work. No recruiter spam, unsubscribe in one click.

Also alert me for new jobs at Amazon

Free. One email a week. Unsubscribe in one click.