Partner Development Manager - Distribution, AWS Partner Sales and Development

Amazon • Boston, MA

1d • Onsite

About The Position

Amazon Web Services (AWS) is seeking a Senior Partner Development Manager to manage strategic Distribution partners in North America. This role is part of the Americas Partner Sales and Development organization, focused on building mind share and adoption of the AWS cloud-computing platform. You will work closely with consulting Partner Development Managers and Sales to drive strategic pursuits and revenue with key distribution partners and the consulting partners they manage.

Requirements

• 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
• Experience presenting to both technical and non-technical executive audiences
• 5+ years of business development, partner development, sales or alliances management experience

Nice To Haves

• Experience working with and influencing senior level stakeholders
• Business enablement experience in Cloud Computing with respect to how companies are leveraging these capabilities to drive business outcomes and the challenges they face in achieving them.

Responsibilities

• Developing and expanding the strategic partner, understanding their services, technical solutions, vertical focus, expertise and licensing models.
• Working closely with the AWS account team and with other AWS Partner Development Managers and Partner Solution Architects.
• Driving strategic pursuits and revenue with key distribution partners and their managed consulting partners.
• Direct management of Strategic Distribution partnership account with demonstrated track record of managing high-complexity, high-revenue partner relationships.
• Revenue accountability for driving in annual partner revenue with proven ability to achieve YoY growth.
• Portfolio oversight requiring strategic resource allocation decisions across partner portfolio based on growth potential and strategic alignment.
• Cross-functional coordination across internal AWS teams including sales, solutions architecture, services, and product organizations.
• Executive representation at regional leadership forums, Monthly Business Reviews (MBRs), and Quarterly Business Reviews (QBRs) with AWS and partner leadership.
• Investment approval authority for partner-specific investments and funding allocations within defined thresholds.
• Strategic objective setting to establish partner business objectives aligned with distribution programs and revenue goals.
• Partner Led Go-to-market strategy ownership to determine strategic focus areas, activation approaches, and industry-led initiatives for managed partners.
• Partner Business Planning: Create and execute comprehensive 1/3/5-year strategic Partner business plans using industry-led Build, Develop, Market, and Sell approaches.
• Acting as the owner of the named partner's business within AWS, consistently looking for ways to strengthen the partner's differentiation and business execution with AWS.
• Organizing and actively participating in GTM activities.
• Acting as the advocate for the partner into the AWS organization helping with various day-to-day activities and aligning the partner resources with AWS PSMs, with AWS Sales and BD functions.
• Establishing mechanisms to create operational excellence in partner development.
• Helping the partner look beyond the day-to-day to learn from and drive experiments/incubations/initiatives that can potentially scale out to help broader partner base of AWS.

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