Sr. Partner Development Manager - SAP, AWS Partner COE Technology

Amazon • New York, NY

4d • $162,700 - $220,200 • Onsite

About The Position

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.

We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. As part of ASP, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services and offerings, to accelerating the adoption of established partner products, partner solutions, and differentiated AWS offerings. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Within ASP, this position is part of the worldwide SAP Partnership team, where you will lead the global partnership and development and execution of the GTM plan for AWS for SAP - and companion AWS services. The WW team sees the big picture and sets the plan so the world’s most customer obsessed technical teams can make history. You are the program leader for specialists, architects, partners, and account teams around the world and set direction and standards for how we solve customer problems in your domain. You partner with technical and business teams across AWS and bring the voice of the customer into our product development roadmap and to our routes to market (sales, marketing, and partners).

In this role you will be the GTM Lead, work with SAP on documenting the framework and requirements of the alliance, work with AWS teams (Solution Architect, Solutions & GTM Programs, Engineering, Partner Org), and work with AWS Global System Integrator and ISV Partners to establish an overarching GTM approach to differentiate AWS for SAP, influence our product strategy to deploy innovative services on AWS, develop content and GTM assets for AWS and Partner sellers to win more SAP business.

AWS and SAP have been collaborating since SAP became a customer in 2008. Together, we have certified AWS to support most SAP solutions, brought purpose built EC2 instances to market to support SAP customer needs, and helped SAP leverage AWS services to power a number of their SaaS and PaaS offerings like Concur, SuccessFactors (for government agencies), HANA Cloud Platform, Signavio and SAP Analytics Cloud. AWS has been supporting SAP workloads for customers longer than any other cloud provider (since 2011), and thousands of customers run their SAP ERP and adjacent business-critical systems on AWS today using RISE, traditional perpetual license, and hybrid deployment models.

Requirements

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
• Bachelor's degree
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• Experience that includes strong analytical skills, attention to detail, and effective communication abilities, or experience working with customers with a passion for delivering exceptional service and experience managing full application stacks from the OS up through custom applications

Nice To Haves

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of business development, partner development, sales or alliances management experience
• Experience in data analysis and extracting insights to make data-backed business decisions
• Experience developing, negotiating and executing business agreements
• Knowledge of AWS services

Responsibilities

• Support the alliance and Lead GTM for product line to develop and orchestrate sales motions across sales, marketing, partner, product, training, and professional services teams.
• Leverage your deep domain expertise to create best in class route to market enablement and sales strategy.
• Bring market signals back to leadership including geography, marketing, finance, and product teams to drive innovation on AWS product roadmaps and offerings.
• Own reporting and planning cadences to AWS executives on GTM plan execution and programs.
• Demonstrate thought leadership and be able to credibly represent AWS at industry events, conferences, symposiums, etc.
• Occasionally support field teams in Executive Briefings, Proof of Concepts, and securing light house wins with high priority 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)

What This Job Offers

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