Sr Manager, ISV Partner Development, Global ISV Partners
About The Position
As a Global Public Sector Senior Manager of ISV Partners, you will have the exciting opportunity to create and execute the global strategy for multiple commercial ISVs in worldwide public sector. In this role you will be working with cross functional teams to create and execute on strategic business plans, inclusive of enablement, practice development, and marketing, to deliver against partner goals. You will drive partner sales revenue through regular partner pipeline, opportunity registration and business reviews to manage progress against a business plan. You will evangelize a partner’s value proposition internally throughout AWS and externally with customers. You will drive public sector specific solutions, APN Program attainment, continuous enablement through training and certifications and go-to-market strategies for differentiation and expansion of their footprint. You will lead an organization of Partner Development Managers.
Requirements
- 10+ years of building and leading large teams and working in matrixed operating structures experience
- Knowledge of distribution networks and channel P&Ls
- Bachelor's degree or equivalent
- Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
- Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
- Experience negotiating VP-level contracts with channel partners and agencies
- Experience collaborating with cross-functional teams including Marketing, Product Management, Customer Service, Operations, Legal, Finance, and Senior Leadership
Nice To Haves
- 5+ years of managing and developing high performance teams experience
Responsibilities
- Serve as a key member of the Public Sector ISV Sales & Go To Market Leadership Team, responsible for driving AWS growth through commercial ISVs.
- Manage and develop AWS Commercial ISVs - developing and advancing relationships and growing AWS revenue to and through these partners.
- Accelerate growth by building top of funnel pipeline that yields net new sales revenue.
- Maintain an accurate and robust pipeline and forecast of business opportunities.
- Understand and navigate public sector contracting vehicles and procedures.
- Set a global strategic sales plan for your portfolio and target markets 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).
- Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
- Work closely with the AWS sales teams to build relationships with partners in your vertical and foster joint pursuits.
- Prepare and present business reviews to the senior & Executive Leadership regarding progress and roadblocks to closing new customers.
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)
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What This Job Offers
Job Type
Full-time
Career Level
Manager
