Principal Technical Business Development

Are you ready to shape the future of how Amazon partners with the world's most influential companies? In this role, you will own the strategy and execution for Amazon's most complex and high-impact business development opportunities, working directly with C-level executives at major external partners while influencing product direction and long-term investment decisions internally. You will operate at the intersection of technology and business, identifying transformative opportunities that create lasting value for customers and partners alike. If you are a self-starter who thrives in ambiguity, excels at building trust with senior stakeholders, and has a track record of closing large-scale, strategic deals, we want to hear from you.

The candidate selected must obtain and maintain a security clearance at the TS/SCI with polygraph level. Upon start, the selected candidate will be sponsored for a commensurate clearance for each government agency for which they perform AWS work.

Key job responsibilities

- Own end-to-end strategy and execution for the most complex business development opportunities with broad customer, business, and cross-organizational impact, engaging with external partners up through the C-level to move deals forward.

- Identify, develop, and manage a pipeline of internal and external opportunities, optimizing for long-term sustainability rather than short-term gains, and unlocking partner opportunities across Amazon through a strong network of business development and product counterparts.

- Author and own strategic planning documents, clearly articulating trade-offs and investment rationale to leadership through the SVP level, and contribute to organizational goals as a single-threaded owner.

- Collaborate with product and engineering teams to translate market signals, customer requirements, and partner feedback into product roadmap priorities, leveraging market research and data analysis to inform strategy.

- Hire, mentor, and develop team members while establishing scalable mechanisms-such as business reviews, reporting frameworks, and customer engagement programs-that drive operational rigor and sustained growth.

A day in the life

You might start your morning preparing a strategic proposal for a high-profile partnership, then shift to a working session with product leaders to align on roadmap priorities informed by partner feedback. After lunch, you could be leading a call with a C-suite executive at a major external partner, navigating complex deal terms and building long-term alignment. Later, you review business metrics in a weekly review, identify emerging risks, and coach a team member on their approach to a new opportunity. Your work directly shapes how Amazon creates value through partnerships at scale.

About the team

Our team sits at the core of Amazon's growth strategy, building and scaling the partnerships that bring new capabilities and services to our customers. We operate with a high degree of autonomy, tackling ambiguous problems and defining strategy where none yet exists. We value collaboration, intellectual curiosity, and a commitment to delivering meaningful results. If you are excited about working alongside thoughtful, driven colleagues to define what comes next for Amazon's partner ecosystem, this is the team for you.

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.

AWS Infrastructure Services (AIS)

AWS Infrastructure Services owns the design, planning, delivery, and operation of all AWS global infrastructure. In other words, we’re the people who keep the cloud running. We support all AWS data centers and all of the servers, storage, networking, power, and cooling equipment that ensure our customers have continual access to the innovation they rely on. We work on the most challenging problems, with thousands of variables impacting the supply chain - and we’re looking for talented people who want to help.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Mentorship and 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.

Diverse Experiences

Amazon 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.

Basic qualifications

- Bachelor's degree

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

- 7+ years of professional or military experience

- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience

- 7+ years of solving problems with technology in the Telecommunications industry experience

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

- 7+ years of working with Advanced Compute technologies including, but not limited to: Accelerated Compute, High Performance Compute, Visual/Spatial Compute, and/or IoT. experience

- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience

- 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

- 10+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience

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, VA, Herndon - 176,100.00 - 238,200.00 USD annually