The relationship
AWS field helps partners who are listed, referenceable, and easy to transact. We open with a Marketplace listing plan and shared opportunities, not a request for MDF on day one.
How to partner with AWS
AWS is a Cloud platform. The cloud marketplace and co-sell motion a lot of enterprise deals now require. A technology partnership here is not a logo on a partners page. It is a named owner, a commercial motion a seller can explain, and a plugin, API, or workflow a customer can run. Cloud partnerships are a listing plus a motion the field might run. ACE, Partner Advantage, and Marketplace are real programs with real paperwork. Co-sell is not a participation trophy. Qualify it like any other partner: owner, proof, a deal.
PartnerMatch would open this the same way we open every book: named overlap, a one-pager, then a scope. Read the developer docs before the first call. Use the relationship method if you want the order on one page.
Commercial motion that actually runs
Marketplace listing to transact. Co-sell only with a mutual customer and a seller who cares. Do not lead with a keynote ask. If AWS has a take rate on a store, model it before you price the listing. A referral is the right first move for most B2B SaaS teams. Co-sell waits for a seller on their side who will attach you to a live deal.
What to ship first
Depends on the product: Marketplace SaaS contract, control-plane APIs, or a service that runs on AWS. We pick the listing type first, then build.
A private offer or a public listing that a buyer can actually check out. Then one named opportunity, not a banner. Put the listing, the help article, and the seller sentence on the same checklist as auth. A connector nobody can find is not a partnership.
How this usually fails
Filling ACE forms and calling it pipeline. Paying for a tier before you have a listing that retains. On AWS specifically: arriving without a workflow, asking for co-sell before anything is installed, and treating Join AWS Partner Network.
Aspiring partner managers: the Academy lessons platform programs, marketplace listings, and scoping for non-engineers are the class. Companies that want the channel built book a Partner Audit.
The integration
Depends on the product: Marketplace SaaS contract, control-plane APIs, or a service that runs on AWS. We pick the listing type first, then build.
What to connect first
- Marketplace offer
- Identity (IAM) if you run in-account
- Co-sell once eligible
Who to find at AWS
We do not invent names. AWS assigns a partner manager after you are in the program. The seats to look for:
- Partner Development Manager
- Marketplace specialist
- ISV Accelerate / co-sell contact once eligible
Join AWS Partner Network. A PDM is assigned as you engage. Marketplace listing and co-sell (ISV Accelerate) are separate doors. We do not invent ACE or funding rules on this page. We read them from AWS.
People move. Verify on the partner program page before you write to anyone.
FAQ
How do you become a AWS technology partner?
Start from the official program, not a cold note to a VP. Read AWS’s partner page. Join AWS Partner Network. A PDM is assigned as you engage. Marketplace listing and co-sell (ISV Accelerate) are separate doors. We do not invent ACE or funding rules on this page. We read them from AWS. PartnerMatch opens with named shared customers and a scoped workflow, then the listing if there is a store.
What integration should you ship first with AWS?
Ship one job, not a platform rewrite. On AWS that usually means: Marketplace offer. A private offer or a public listing that a buyer can actually check out. Then one named opportunity, not a banner.
Does AWS have a marketplace or app store?
Yes. List there as part of launch, not as an afterthought. The store is how their customers find you after the first install. Official listing: AWS marketplace.
Who should you contact at AWS?
We do not invent names. Look for Partner Development Manager; Marketplace specialist. Join AWS Partner Network. A PDM is assigned as you engage. Marketplace listing and co-sell (ISV Accelerate) are separate doors. We do not invent ACE or funding rules on this page. We read them from AWS.
This page is independent. PartnerMatch is not affiliated with AWS. Program terms change. Read them on the official pages above before you commit engineering. Last reviewed August 2026.