Partner Account Manager, WWPS Global GSIs

Amazon • Herndon, VA

7d • $142,800 - $193,200 • Onsite

About The Position

This role is for a Partner Account Manager within the WWPS Global GSIs team, focusing on building the future for a leader in the Cloud Computing business in the Public Sector. The position involves increasing awareness and adoption of Amazon Web Services (AWS) by engaging with a key Public Sector systems integrator (SI) that is adopting and delivering cloud computing solutions. The ideal candidate will have business development experience to help establish Amazon as a leading cloud platform provider. The role requires working closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market and create pipeline with new joint offerings, solutions, and strategic initiatives. The candidate should possess a sales and partnership/alliance relationship background enabling engagement at the CxO level, with technical personnel, and with customer account teams. Successful candidates will think strategically about business, product, and technical challenges to convey compelling partner value propositions. The role involves establishing deep business relationships in the US with the AWS partner through knowledge of their strengths, capabilities, and Public Sector customer base, with day-to-day interactions with the partner in support of Public Sector customers. Growing internal adoption of AWS and driving joint sales engagement with the AWS Partner team are key responsibilities. This position requires the candidate to be a US Citizen and possess and maintain an active Top Secret security clearance.

Requirements

• 6+ years of sales or sales management in infrastructure or cloud technology experience
• Experience negotiating complex deals with customers and partners or equivalent
• Experience working with partners through account, product or program management and business development engagements
• Current, active US Government Security Clearance of Top Secret or above
• US Citizen

Nice To Haves

• 4+ years of building profitable partner ecosystems experience
• 4+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 4+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 4+ years of business development, partner development, sales or alliances management experience
• Bachelor's degree or equivalent

Responsibilities

• Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
• Manage a large Systems Integrator (SI), developing and advancing relationships and growing AWS revenue through this partner.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Understand and navigate Public Sector contracting vehicles and procedures.
• Set a strategic sales plan for your target market and ensure it's in line with the AWS strategic direction.
• Understand the technical considerations and certifications specific to the Public Sector.
• Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
• Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
• Manage complex contract negotiations and liaison with the legal group.
• Deep understanding of the partner’s capabilities and solutions that will delight customers.
• Work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), Solutions PAM and Partner Marketing to develop and drive new AWS revenue opportunities.
• Define a CXO relationship strategy, including engaging with AWS senior leaders for executive sponsorships, coordinating executive business reviews, and developing sales opportunities for partner offerings and solutions.
• Build and maintain key relationships, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline & deliver results.

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)
• sales incentives

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree