Principal Business Development , HyperScale

Job description

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.