Senior Tech Business Development Manager – Customer Success, AWS Marketplace Storefront
Amazon Web Services•Published 1 days ago•First seen 2 hours ago
Amazon Web Services (AWS) Marketplace is seeking a 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 Tech BDM, 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:
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.
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.
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.
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.
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.
USA, CA, Santa Clara - 162,700.00 - 220,200.00 USD annually
As a Tech BDM, 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
- 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
- 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
- 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
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.
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.
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
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.
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, Santa Clara - 162,700.00 - 220,200.00 USD annually