Principal Business Development , HyperScale

Amazon's Devices & Services organization is seeking a Principal-level Technical Business Development leader to drive high-impact partnerships with the world's largest technology companies, frontier AI labs, and high-potential startups. This leader will own the strategy and execution of complex, multi-dimensional partnerships that span the full technology stack -- from silicon and AI models to operating systems and consumer applications -- and will serve as a domain expert in one or more critical technology areas.

This is a hybrid strategic and operational role. You will develop partnership strategies, lead negotiations with sophisticated counterparties, and work cross-functionally to deliver results. You will operate at the intersection of business and technology, translating deep technical understanding into commercial structures that create value for Amazon's customers and product portfolio.

The ideal candidate has a track record of originating and closing transformative deals with major technology platforms, thrives in ambiguity, and brings equal comfort engaging a startup founder in a technical deep-dive and briefing a C-suite executive on strategic trade-offs.

Key job responsibilities

• Strategic Partnership Ownership: Develop and execute end-to-end partnership strategies for major technology companies. Build and maintain executive-level relationships, align internal stakeholders, and drive deals from concept through execution.
• Complex Negotiations: Lead multi-stakeholder negotiations for technology licensing, co-development, distribution, and revenue-share agreements.
• AI & Emerging Technology Partnerships: Structure deals for AI model access negotiating terms across cost, data rights, quality, and strategic control. Stay ahead of the frontier AI landscape to inform partnership strategy.
• Cross-Functional Leadership: Drive alignment across Product, Engineering, Legal, Finance, and Corporate Development teams to define requirements, resolve blockers, and deliver on partnership commitments -- frequently on compressed timelines.
• Executive Communication: Prepare and present strategy documents, business reviews, and deal assessments to VP and SVP-level leadership. Distill complex technical and commercial trade-offs into crisp, actionable recommendations. A day in the life
• Lead a negotiation session with a platform partner's legal and product teams on a new framework agreement, balancing competing priorities across multiple product lines and the partner's own strategic interests.
• Review a teammate's strategy document ahead of a senior leadership review, sharpening the argument and ensuring the recommendations are specific, data-grounded, and actionable.
• Brief senior leadership on a partner's evolving strategic posture -- synthesizing competitive signals, regulatory developments, and technical evaluations into a clear recommendation.
• Join a cross-functional working session with product and engineering teams to define integration requirements for an AI partnership, translating partner capabilities into your company's product architecture.
• Host a workshop with a frontier startup's founding team to assess their technology -- evaluating technical readiness and commercial fit for a potential product use case.
• Develop a "Think Big" proposal for a next-generation partnership spanning AI, operating systems, or consumer applications, grounded in competitive analysis and customer impact.

Basic qualifications

- 10+ years of developing, negotiating and executing business agreements experience

- 10+ years of professional or military experience

- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- Bachelor's degree

- Experience developing strategies that influence leadership decisions at the organizational level

Preferred qualifications

- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner

- Experience selling to Fortune 1000 or Global 2000 organizations

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.

Pursuant to the San Francisco 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, San Francisco - 193,700.00 - 262,000.00 USD annually