ISV Partner GTM Manager, ISV Workload Migration Program

Amazon • Mountain View, CA

4d • Remote

About The Position

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. 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 an ISV (Independent Software Vendor) Migration Business Development Manager. This role will support the overall success for a portfolio of APN (AWS Partner Network) software companies who are migrating their customers to AWS. You will drive joint GTM (Go-To-Market) success for this portfolio of strategic ISV partners. As the ISV Migration GTM Manager, you will hold a holistic view of the business generated by your partners and will work across both our Strategic Technology Partner teams and the AWS field Commercial sales team to enhance and grow partner-related revenue for ISV specific application workload migrations. You will become a trusted point of contact for a portfolio of ISVs. You will develop deep understanding for their business issues and concerns and helping these partners build a successful and sustainable business delivering end customer solutions that incorporate the AWS cloud platform and services. You will create a superior end customer experience that results in business growth to both ISVs and AWS by being partner-centric in all activities, serving as a leader and advocate for their customers 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 repeatable migration programs with a set of technology partners, and helping ensure that joint business growth metrics are achieved.

Requirements

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level

Nice To Haves

• Experience identifying, negotiating, and executing complex legal agreements
• Experience interpreting data and making business recommendations
• Experience presenting to both technical and non-technical executive audiences
• Experience selling enterprise software or cloud-based applications
• Experience managing programs across cross functional teams, building processes and coordinating release schedules

Responsibilities

• Work closely with technology partners to get buy-in, create strategy, and lead execution to drive on-premises software migrations to AWS.
• Orchestrate different resources within the AWS organization to support ISV partner GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success with their specific software workloads.
• Maintain AWS/partner business plans, establishing clear, mutual commitments around joint customer activities, readiness/skills development, and sales activities related to ISV workload migration program.
• Build and scale programs in the field by working with consulting practice leaders, marketing, sales enablement, regional business development teams, professional services and field teams.
• Provide regular updates on partner activities and adoption of the program.
• Conduct customer briefings, present at customer and partner events, advance AWS thought leadership in the workload migration domain.
• Drive company wide program execution including investments, lead generation-related activities, field-training and field-readiness, and joint sales activities between ISV partners and AWS. Constantly maintain a clear view of the return on mutual investments.
• Facilitate internal resources, investments needed to execute on the business plans in order to help meet business goals.
• Create joint customer references with ISV partners for specific software workloads and use cases.

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
• sign-on payments
• restricted stock units (RSUs)

What This Job Offers

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