Global Alliance Manager - Security, Partner Organization

Amazon • Austin, TX

22d

About The Position

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is
looking for a world class candidate to manage an elite portfolio of strategic
Security AWS technology partners. Your job will be to use these strategic
partners to help deliver on AWS’ strategy to drive enterprise adoption of the
AWS cloud computing platform, which includes Amazon S3, Amazon EC2, Amazon
SimpleDB, Amazon RDS and many more cloud services. Responsibilities will include
driving C-level and field relationships with your partners and with the AWS
sales field, and executing joint GTM plans globally.

By establishing and growing business and technical relationships while managing
the day-to-day partner interactions, you will be responsible for driving top
line revenue growth and overall market adoption. The ideal candidate will have
both a business background that enables them to engage at the CXO level, as well
as a sales background that enables them to manage joint GTM efforts and to
easily interact with enterprise customers.

This person should have a demonstrated ability to think strategically about
business, product, and technical challenges, as well as build and convey
compelling value propositions. The position also requires a strong technical
acumen and deep familiarity with cloud and security infrastructure technologies.
This position is part of the AWS Specialist and Partner Organization (ASP).
Specialists own the end-to-end go-to-market strategy for their respective
technology domains, providing the business and technical expertise to help our
customers succeed. Partner teams own the strategy, recruiting, development, and
growth of our key technology and consulting partners. Together they provide our
customers with the expertise and scale needed to build innovative solutions for
their most complex challenges.

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.

Requirements

• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing strategies that influence leadership decisions at the organizational level
• 7+ years of developing, negotiating and executing business agreements experience
• Bachelor's degree

Nice To Haves

• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience

Responsibilities

• Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology, marketing and sales initiatives.
• Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy.
• Engage each partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS and partners.
• Ensure that there is a strategic business development plan for target markets and that it is in line with AWS' strategic direction.
• This includes the creation of detailed account plans to track partner progress and achievement to goals.
• Set and manage revenue targets and work with your team, each partner and AWS sales organizations to achieve/exceed goals. Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure that AWS sales field and partner business managers work closely with each partner’s customer base to maximize success using our web services.
• Ensure that AWS is each partner’s preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Have working experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews to the senior management team.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level