Senior Partner Development Manager - Strategic, WW - ISV

Amazon • Seattle, WA

6d

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.

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is
looking for a world class candidate to support a single strategic AWS
Independent Software Vendor (ISV) Partner. Your job will be to use this
strategic partner to help deliver on AWS’ strategy to drive enterprise adoption
of the AWS cloud computing platform.

Responsibilities will include driving field relationship with your partners and
with the AWS sales field, guiding the development and launch of joint solutions
with large global technology companies and executing joint GTM plans globally.
By establishing and growing business and technical relationships while managing
the day-to-day partner interactions, you will be responsible for driving top
line revenue growth and overall market adoption.

You will have both a business background that enables them to engage at the CXO
level, as well as a sales background that enables them to manage joint GTM
efforts and to easily interact with enterprise customers. You should have a
demonstrated ability to think strategically about business, product, and
technical challenges within multiple technology segments as well as the capacity
to build and convey compelling value propositions. The position also requires a
strong technical acumen and deep familiarity with cloud.

Requirements

• 5+ years of developing, negotiating and executing business agreements experience
• Bachelor's degree
• 5+ years of professional or military experience
• Experience developing strategies that influence leadership decisions at the organizational level
• 3+ Years of Salesforce experience

Nice To Haves

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements

Responsibilities

• Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology, marketing and sales initiatives.
• Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy.
• Engage partner’s field sales organizations, channels and end customers to create and drive enablement and opportunities for AWS.
• Ensure that there is a strategic business plan for target markets, products and ensure it's in line with the AWS and the partners strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.
• Set and manage revenue targets and work with your team of GTM PDMs, partner and AWS sales organizations to achieve/exceed goals.
• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure that AWS sales field and partner business managers work closely with each partner’s customer base to maximize success using our web services.
• Ensure that AWS is the partner’s preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of the partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, and business reviews (internal/external).

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