ISV GTM Partner Manager, Global Startup Team, AMER Startup Partner Team

Amazon • Jersey City, NJ

3d

About The Position

Would you like to be part of a team that is redefining the IT industry? Amazon
Web Services (AWS) is leading the next paradigm shift in computing and is
looking for a world class candidate for an exciting new role at AWS as a Startup
GTM PDM focused on US based startups. This role will support the overall success
of the Strategic Technology Partner program in AWS Channels and Alliances,
driving joint GTM (Go To Market) success for a portfolio of Amazon’s most
strategic technology ISV partners. This position is fast paced, rich opportunity
for someone to take their experience to the next level. As a Startup GTM PDM you
will hold a holistic view of the business generated by your partners and will
work across both the Strategic Technology Partner team and AWS field commercial
sales to enhance and grow partner-related AWS revenue.

You will become key point of contact for a portfolio of EMEA based ISVs selling
into the US. You will earn trust through demonstrations of a deep understanding
for their business issues and concerns, displaying competence in various
business management disciplines and helping your partners build a successful and
sustainable business delivering end customer solutions that incorporate the AWS
cloud platform and services.

You will drive towards end-customer value that results in business growth to
both ISVs and AWS by being partner-centric in all activities, serving as a
leader and advocate for them within AWS, and accurately representing AWS within
the partner’s organization. This role is unique from other roles in AWS in its
overall focus on establishing and maintaining the GTM and co-selling execution
plan with a set of ISV partners, and helping ensure that joint business growth
metrics are set, met or exceeded.

About the team
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

• Bachelor's degree or equivalent
• 5+ years of technology sales experience
• Direct field and sales management experience in working with enterprise customer accounts and with ISV partners
• Experience working with information technology customers and/or partners through account management, product management, program management and business development engagements, as examples
• Experience working with C-level decision makers and with decision making processes in enterprise customers
• Experience building new business plans, working with multiple stakeholders including direct and channel marketing, product management and account management teams

Nice To Haves

• Experience working effectively across cross-functional teams and partnering well with people at all levels within an organization
• Experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
• Proven track record in working in both a direct and overlay sales role
• Ability to build bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions
• Possess experience developing and promoting technology partner value propositions into enterprise direct sales organizations
• Understand of enterprise software and familiarity with cloud computing platforms and services
• Experience implementing effective joint GTM programs for ISV technology partners (startup ISVs preferred) including joint sales enablement, demand generation, lead tracking, deal registration and joint sales reporting

Responsibilities

• Orchestrate different resources within the AWS organization to support ISV partner GTM and co-sell activities and create/maintain a long-term, scalable joint GTM model that drives partner and customer success
• Be the “Go To” resource for ensuring key high-profile joint sales opportunities are sourced, developed and closed
• Maintain joint AWS/partner business plans, establishing clear, mutual commitments around co-selling. Review this plan in clear, periodic Business Reviews with partner and AWS stakeholders to monitor progress and establish corrective actions as needed
• Drive program execution across activities involved in the completion of commitments and goals established in the Business Plan, including coordination of AWS’s investments, lead generation-related activities, training and readiness, and join sales activities between your ISV partners and the AWS field organizations. Constantly maintain a clear view of the return on mutual investments
• Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’s adoption of solution stages. Hold reviews (for large opportunities) with both ISV and AWS Account Management teams to identify best practices to leverage and lessons to be learned
• Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals

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