Principal Tech Business Development, Amazon Retail Ad Service

Join Amazon Retail Ad Service to lead strategic partnerships that transform how retailers and advertisers connect with shoppers. Amazon Retail Ad Service (RAS) is seeking a Principal Tech Business Development leader to focus on strategic deals, partnerships, and go-to-market strategy for our international markets. This role will work closely with the Amazon Retail Ad Service product and leadership team, Amazon Ads senior management, cross business-unit BD teams, and other corporate functions to drive unique partnership opportunities. The candidate will be part of a team that is responsible for externalizing Amazon Ads technology for third-party retailers. This role is responsible for developing and executing high impact, complex, partnerships, and includes managing relationships and negotiations for customer and partnership deals which have long-term implications for Amazon. This position offers an opportunity to innovate and bring to life first-in-category initiatives and build cross functional relationships inside one of the world’s most innovative, customer-centric companies. This role also owns defining the strategy, customer frameworks and prioritization, developing and owning pipeline metrics, and influencing product and tech roadmaps to enable long-term growth.

We are seeking an innovative, entrepreneurial, creative, analytical, technical, and strategic thinker, who wants to build transformative partnerships to support our ongoing innovations and growth. The ideal candidate is a self-starter who enjoys solving complex problems, works effectively with cross-functional counterparts and thrives in a fast-paced setting that is constantly evolving. Proving you have high judgement, strong capabilities to earn trust, and are comfortable working in ambiguous, highly-visible situations is critical for this position.

Key job responsibilities
• Own strategic customer relationships and negotiations.
• Own the executive relationships with strategically important customer and partner companies in the sector; institute regular mechanisms to cultivate trust and drive alignment with Amazon’s priorities. Provide executive sponsorship when needed for other BD efforts and act as the executive escalation management resource for Amazon leaders.
• Develop and align the go-to-market strategy and goals/planning for Amazon Retail Ad Service.
• Develop scalable insight-driven narratives with sound recommendations.
• Develop a durable strategic framework to constantly evaluate new ideas based on business potential, opportunity size and strategic fit.
• Develop innovative commercial strategies and partnership ideas that drive material business impact for the business.
• Influence senior commercial, technical and product stakeholders to drive alignment around new ideas and initiatives, debate tradeoffs and make high-judgment decisions related to critical partnerships and cross product initiatives
• Work with cross-functional teams including Product, Operations, Engineering, Legal, Finance, and senior management to execute on the relationships.
• Systems thinker who understands the commercial workflows and product/technical frameworks relevant to the sector.
• End-to-end deal experience; structuring and negotiating complex partnership agreements such as advertising deals, complex digital media transactions, and strategic ad technology relationships.
• Strong financial acumen with the ability to analyze income, balance sheet and cash flow statements. Can construct an operating P&L, model deals, and articulate cost/benefit analyses.

A day in the life
In this role, you'll focus on building and nurturing strategic relationships with key retail and advertising partners. You might spend your morning analyzing market opportunities and developing partnership frameworks, then transition into executive-level negotiations with potential partners. Throughout the day, you'll collaborate with our product, engineering, and operations teams to align on go-to-market strategies and ensure partnerships are structured for long-term success. You'll also work to influence senior stakeholders across Amazon on critical initiatives, presenting data-driven recommendations and navigating complex tradeoffs. Your work directly shapes how we expand Amazon's advertising technology to third-party retailers and helps define what's possible in the retail advertising space.

About the team
We are building the future of retail advertising by enabling retailers to launch and scale their own ads businesses using Amazon's proven ad-technology. Our team partners with some of the industry's most innovative companies to create first-in-category solutions that connect advertisers with shoppers across multiple retail platforms. We're looking for someone who shares our vision of transforming the advertising landscape and who thrives in collaborative environments. You'll work alongside talented product managers, engineers, and commercial leaders who are committed to solving complex problems and delivering customer-centric solutions. Joining our team means being part of a group that values strategic thinking, cross-functional partnership, and the drive to build something meaningful in a rapidly evolving industry. To learn more about Amazon Retail Ad Service, visit https://advertising.amazon.com/retail-ad-service.

Basic qualifications

- Experience in developing, negotiating and executing business agreements
- Experience in a professional field or military
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience solving problems with technology in the Media & Entertainment Industry
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage

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
- Experience with and deep understanding of advertising technologies (i.e., ad server, DSP, SSP)