Sr. Partner Development Manager - DevOps, AMER, Observability

Amazon • Boston, MA

1d • $147,900 - $200,100 • Remote

About The Position

Amazon Web Services (AWS) is looking for an aspiring leader to join our team and accelerate the adoption of AWS cloud computing services worldwide via partner solutions. As a Senior Alliance Manager for DevOps Technology Partners, you will lead the partnership strategy and co-sell engagement. This role will be a Subject Matter Expert for the assigned partner and their solutions running on AWS. You will be familiar with and help in the creation of overall business plan, goals/KPIs, and effectively leverage other AWS resources to help in the co-selling process to drive field enablement, field alignment and incremental joint opportunities. You will be responsible for the co-selling goal and will be measured on incremental revenue through the assigned partners and will be responsible for managing the overall partnership health and reporting metrics. We are always looking to improve and we also recognize there are many ways to lead and partner. We’re looking for a Think Big leader with diversity in thought who can add to our company skillset by bringing their unique industry knowledge and creativity to our organization. At Amazon, we live our professional lives by the Leadership Principals. When we hire, we look for those who are Amazonian rather than for someone who fits an exact resume mold. We are looking for someone who can help us create the next version of what it means to be a great partner to our ISVs and is passionate about customers. We will coach the right fit.

You are an accomplished leader with a strong background in technology partnerships and co-selling with partners, field engagement, and marketing collaboration. You will have strong business development, strategic alliances, and entrepreneurial skills. You can demonstrate an ability to build trust, think strategically about new partnership initiatives, and show prior solution and program successes.

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.

Requirements

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience presenting to both technical and non-technical executive audiences
• Bachelor's degree or equivalent
• 5+ years of working with Observability, DevOps, Data and Analytics related technologies, including, but not limited to, AI/ML, GenAI, Analytics, and SaaS solutions experience

Nice To Haves

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking

Responsibilities

• Together with the overall partner team, define and execute a business plan to help our most strategic technology alliances transform and grow their businesses for SaaS and Cloud.
• Orchestrate different resources within the AWS organization to support all aspects of the partnership including product integration and build activities that create/ maintain a long-term, scalable joint model for partnership scaling and customer success.
• Collaborate with sales and partner teams to qualify, develop, and execute vertical and horizontal campaigns to generate new business opportunities in North America.
• Build regional and vertical field collaboration and be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
• Drive AWS Marketplace (AWSMP) enablement and make AWSMP the priority procurement tool for your partners.
• Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between the ISV partners and the AWS field organizations.
• Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’ sales cycle stages. Hold business reviews with both ISV and AWS sales teams to identify best practices and lessons to be learned.
• Broker internal resources, tools, references and/or investments needed to execute on the business plans.

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)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior