Sr. Partner Development Manager, Security, Partner Organization

Amazon • Mountain View, CA

3d • Onsite

About The Position

Amazon Web Services (AWS) is seeking a candidate to manage a portfolio of strategic AWS technology partners focused on the Container ecosystem. The role involves using these partners to drive enterprise adoption of the AWS cloud computing platform. This position is part of the AWS Specialist and Partner Organization (ASP), which owns the go-to-market strategy for technology domains and the strategy, recruiting, development, and growth of key technology and consulting partners. The goal is to provide customers with the expertise and scale needed to build innovative solutions.

The role requires driving C-level and field relationships with partners and the AWS sales field, guiding the development and launch of joint solutions in the container/public cloud space, and executing joint GTM plans globally. Responsibilities include establishing and growing business and technical relationships, managing day-to-day partner interactions, and driving revenue growth and market adoption. The ideal candidate will have a business and sales background, with the ability to think strategically, build compelling value propositions, and possess strong business acumen and familiarity with Security ISVs.

Requirements

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules

Nice To Haves

• Experience identifying, negotiating, and executing complex legal agreements
• Experience interpreting data and making business recommendations across leadership and cross-functional teams
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
• Experience presenting to both technical and non-technical executive audiences
• Experience selling enterprise software or cloud-based applications
• Familiarity with Security ISVs including Palo Alto Networks, Crowdstrike, Zscaler, Okta and others.

Responsibilities

• Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology integration, marketing and business development initiatives.
• Serve as a key member of the AWS alliance team in helping to define and deliver our go-to-market strategy with container partners.
• Ensure that there is a strategic business development plan for target markets and ensure it's in line with the AWS strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.
• Set and manage business development and sales targets and work with your team, each partner and AWS sales organizations to achieve/exceed goals.
• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Ensure that AWS is each partner’s preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Have working experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews to the senior management team.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).

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