Principal Partner Development Manager, Manufacturing, Global Strategic Industry Technology Partnerships

About the role

AWS for Manufacturing combines AWS services and partner solutions to accelerate engineering innovation, optimize factory operations, launch smart products and transform supply chains; technology partners are central to AWS's growth strategy in manufacturing.

The role owns the full partner lifecycle for globally strategic Manufacturing ISVs: building go-to-market partnerships, maintaining C-level relationships, driving co-selling revenue, incubating GenAI-enabled manufacturing capabilities, and ensuring AWS is present for customers when needed.

Responsibilities

• Serve as a key member of the Global Industry Technology Partner team and influence strategy to drive AWS adoption in manufacturing.
• Establish and manage senior, technical and business relationships with a portfolio of globally strategic Manufacturing ISV partners.
• Create and manage go-to-market plans with ISV partners to drive top-line revenue via co-marketing, co-selling and strategic initiatives with AWS.
• Develop and scale differentiated ISV partner offerings and solutions on AWS for manufacturing to accelerate customer time-to-value across priority sub-verticals.
• Lead incubation of GenAI-powered manufacturing capabilities with ISV partners, including agentic AI for industrial operations, AI-driven quality inspection, predictive maintenance, and generative AI for manufacturing knowledge management.
• Establish and manage strategic agreements with ISV partners to create long-term impact and position AWS as the preferred cloud provider for Manufacturing ISVs.
• Design and lead executive workshops with ISV partner leaders.
• Manage cross-functional stakeholders — sales, technical, marketing, business development, contracting and partner roles — to execute partner activities and align the broader industry stakeholder team.
• Drive APN Program attainment, continuous certifications and seller mindshare programs to build ISV partner capability and expand AWS's manufacturing footprint.
• Travel requirement: light to moderate travel.

Requirements

• Proven track record influencing senior business and technical leaders in manufacturing and delivering growth in business development, alliances or channel roles; business background enabling effective C-level interaction.
• Ability to think strategically, communicate persuasively and create compelling value propositions for partners.
• Passion for emerging technologies and ambition to shape future solutions that benefit partners.
• Familiarity with core manufacturing vernacular, business processes and industry value chains to help partners maximize growth potential with AWS.
• Broad expertise across Manufacturing sub-verticals (Discrete Manufacturing, Process Manufacturing, Industrial Automation, Supply Chain & Logistics) with depth in at least one and understanding of trends such as smart factory/industrial IoT, PLM modernization, digital twins, industrial data fabric, connected products, physical AI and robotics, and sustainability.
• Entrepreneurial mindset to deliver results for partners and AWS.

Skills

Knowledge and experience with GenAI and related industrial use cases (agentic AI for operations, AI-driven quality inspection, predictive maintenance, generative AI for knowledge management) and familiarity with smart factory, industrial IoT, PLM, digital twins, industrial data fabric, connected products, physical AI and robotics.

Work arrangement

• Role requires light to moderate travel.
• This role involves ownership of strategic, globally focused Manufacturing ISV relationships.

Company context

AWS for Manufacturing coordinates AWS services and partner solutions to support engineering innovation, factory operations, smart products and supply chain transformation; technology partners drive AWS value and this role helps ensure AWS presence for manufacturing customers.