About The Position
Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to engage with a strategic AWS Independent Software Vendor (ISV) Partner. Your job will be to work with this strategic partner to deliver value for the partner and its customers, supporting AWS strategy and drive accelerating enterprise adoption of the AWS cloud computing platform. Responsibilities include driving co-innovation with the ISV partner and supporting the engagement of field relationships with your partner’s sales and managing the development and launch of joint solutions with the partner and coordinating on 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 for the partner and AWS and overall market adoption. An extensive business background combined with CXO level engagement through prior roles in sales and business development are critical to success in this role. 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
- 5+ years of professional or military experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience interpreting data and making business recommendations
- Experience selling to Fortune 1000 or Global 2000 organizations
- 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 development, 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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
