Sr. Mgr. Global Partner Account Management, Global Defense Partners

Amazon • Arlington, VA

20d

About The Position

As an Senior Manager for Global Defense Partners (GDP) you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services in WWPS public sector to grow adoption of cloud-based solutions. In the role, you will establish and maintain C-level, sales, and product relationships with a set of strategic Defense Industrial Base Partners (DIB). By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for driving top line revenue growth and overall market adoption.
The ideal candidate will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and sales executives. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The position also requires a strong technical acumen, along with working knowledge of defense partners and global lines of business and enterprise organizations

This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.

AWS 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.

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.

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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.

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.

Requirements

• Bachelor's degree in a relevant field or equivalent work experience
• 7+ years of technical/IT related sales with medium to large software vendors/customers experience
• 10+ years of management experience
• Experience working with technology customers, such as software providers
• Experience with cloud computing technologies

Nice To Haves

• Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Experience in cross functional selling (architect, sales engineer, professional services, partner, and ISV)
• AWS Cloud Practitioner certification
• 10+ years of technology related sales, business development or equivalent experience
• 10+ years of experience with identifying, developing, negotiating, and closing large-scale technology projects with enterprise accounts
• 10+ years of experience creating and implementing long-term transformational account strategies in a customer-facing role
• Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions.
• Effective written and oral communication with multiple levels of leadership involving both business and technical sides of the business
• 2+ years working with/in the public sector, optimally engaging with federal or state & local government agencies

Responsibilities

• Establish a business development plan for a territory of DIB customers with the goal of growing their adoption and usage of AWS. This includes developing detailed account plans to track revenue growth and mission outcomes.
• Execute this plan while working with key internal stakeholders (e.g. direct teams, pricing, PR, legal, enablement, etc.).
• Set and manage revenue targets working with key stakeholders both internally and externally.
• Build deep relationships with the DIB Partners managing the relationship at a global level fully understand their business and mission priorities.
• Drive business development initiatives with your Partner to help them adopt AWS for key solutions and ensure that AWS is their preferred platform.
• Provide technical and architectural resources to assist in the adoption of AWS and their delivery of capabilities to market.
• Manage the team to build and close a pipeline of business against stated financial targets.
• Understand the technical requirements of your partners enterprise and mission outcomes working closely with the internal development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team.
• Manage complex contract negotiations and serve as a liaison to the legal group.

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: Manager