Principal Worldwide Migrations Specialist, WWSO Mainframe Agentic AI, Partner GTM

Amazon.com, Inc.•Arlington, VA

43d

About The Position

The Principal Partner Development Manager (PDM) builds go-to-market (GTM) strategies with strategic partners, drives business development, establish partnerships, and enables the development of Amazon's products and services. As a Mainframe specialist, this PDM works specifically with one or more Amazon partners to define and execute mechanisms for joint successes. Essential to a Mainframe PDM role is a level of subject matter expertise in legacy modernizations, industries and GTM strategies. 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. 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. Diverse Experiences Amazon 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. 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 in the cloud. Inclusive Team Culture Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness. Mentorship and 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.

Requirements

8+ years of developing, negotiating and executing business agreements experience
8+ years of professional or military experience
Experience developing and executing on GTM strategies that are large in scope
Experience developing strategies that influence leadership decisions at the organizational level

Nice To Haves

Experience interpreting data and making business recommendations
10+ years of experience developing Global Systems Integrators business and leading Legacy migrations to cloud
Experience identifying, negotiating, and executing complex legal agreements

Responsibilities

Create and execute a strategic business development plan for target markets with prioritized Mainframe Modernization partners, and ensure technical alignment with the AWS strategic direction and working with key internal stakeholders
Set the standard for how we work with external partners, interpret their needs, and prioritize mechanims dedicated to partner development.
Acquire deep knowledge of customers' vision, products, and objectives. Anticipate partner needs and resolve significant pain points. Identify and execute on revenue maximizing opportunities for both the partner and AWS.
Manage and work closely with the leadership of assigned AWS Partners to develop GTM plans focused on Mainframe Modernization built on commitments of growth in the assigned region.
Identify specific customer solutions, sales segment plays, and industry verticals to approach with a joint value proposition for using AWS.
Integrate with AWS Sales and Services BD Teams to drive sales engagements between partners and AWS sales teams to meet Launched ARR goals o Communicate to AWS Partner teams, field sales, solutions architects, business development teams about the Partner's capabilities and successes.
Engage the Partner's field sales organization, channels and end customers to create and drive ARR opportunities for AWS.
Provide Partner feedback to internal product development teams to guide the direction of our product offerings.
Prepare periodic business reviews to the AWS senior management team.

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