Sr. Manager - Partners, Global Defense Partners

Amazon • Arlington, VA

382d

About The Position

The AWS Sr Strategic Partner Manager will play a crucial role in driving the adoption of Amazon Web Services (AWS) within the U.S. Federal sector. This position involves managing a team and developing strategic partnerships with Federal System Integrators (SIs) to enhance AWS's market presence and technical strategy. The role requires a blend of business acumen and technical expertise to engage with partners and government agencies effectively, ensuring successful cloud computing solutions are delivered.

Requirements

• 5+ years' experience in leading and managing sales teams.
• Experience with technology platform sales, particularly in government IT, datacenters, and cloud adoption.
• 10+ years of partner/business development or enterprise sales experience focused on US Federal public sector agencies or SIs.
• Experience creating and executing detailed, action-driven account and business plans in collaboration with extended teams.
• Experience developing, enabling, and supporting System Integrators in the Federal market.

Nice To Haves

• Self-starter with an entrepreneurial spirit and collaborative problem-solving skills.
• Experience using Salesforce for reports and CRM.
• Excellent writing skills for creating detailed sales forecasts and strategy planning documents.
• Strong communication skills for leading executive-level meetings and conducting Executive Briefing activities.
• Understanding of compliance requirements for highly regulated customers, including NIST guidelines, FedRAMP, and FISMA.
• Experience with government technology capture, procurement, and contracting processes.
• Established network within the government partner and acquisition space.

Responsibilities

• Serve as a key member of the AWS Federal SIs Leadership Team to help drive overall AWS market and technical strategy.
• Manage and build a team supporting Federal SIs.
• Maintain an accurate and robust System Integrator pipeline and forecast of business opportunities.
• Understand and navigate federal contracting vehicles and procedures.
• Set a strategic sales plan for target markets in line with AWS strategic direction.
• Understand technical considerations and certifications specific to the public sector.
• Execute the strategic sales & business development plan while collaborating with key internal stakeholders.
• Identify specific prospects/partners/channels to approach and communicate the value proposition for their business.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Work closely with the customer base to ensure success using AWS web services and provide necessary technical resources.
• Understand customer technical requirements and guide product offerings for developers.
• Prepare and present business reviews to senior management regarding progress and roadblocks.
• Manage complex contract negotiations and liaise with the legal group.
• Handle a high volume of engagements in the fast-paced cloud computing market.
• Demonstrate self-motivation with a sense of urgency and follow-through.

Benefits

• Work-life balance with flexibility in working culture.
• Diverse experiences and encouragement for candidates from non-traditional backgrounds.
• Inclusive team culture with employee-led affinity groups and ongoing learning events.
• Mentorship and career growth opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Sporting Goods, Hobby, Musical Instrument, Book, and Miscellaneous Retailers
• Education Level: No Education Listed