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Partner Strategy & Operations Leader

Amazon

Our mission: To be Earth's most customer-centric company.

DESCRIPTION

Job summary
For more than 12 years, Amazon Web Services (“AWS”) has been the world’s most comprehensive and broadly adopted cloud platform. AWS offers over 150 fully featured services to millions of active customers around the worldincluding the fastest-growing startups, largest enterprises, and leading government agenciesto power their infrastructure. Business Development and Strategic Industries (BDSI) organization supports our top Global 200 and strategy accounts. The Sales Strategy, Operations & Enablement (SSOE) is a diverse team that supports the Sales, Partner Success, Demand Generation, Inside Sales, Solution Architects, Outcome Driven Engineering, and Business Development teams across the world for our strategically important industries to enable AWS teams to better serve our customers in their journey to the cloud.

We are seeking an experienced leader to join us as the Head of Partner Strategy & Operations to lead the Partner Operations leads and to partner with BDSI leadership to manage all aspects of the Partner Success teams. This role is responsible for defining, landing and executing against our Partner Success strategic priorities. The Partner Success team owns the consulting and ISV partner go-to-market for BDSI and ensures that: 1) customers and sales teams understand the value of partners and how to engage; 2) a strategic plan is created for each territory; 3) partners have brand awareness and drive new customer demand; 4) qualified partners are recommended for opportunities and deliver quality results; and 5) partners know what is required for success in the territory.

This role will deliver timely and accurate business insights, decision-support, strategic project / program management and own core partner operations and annual planning processes. This is a highly-visible role and the right candidate must have the ability to influence at all levels across Sales, Marketing, Solution Architecture, Business Development, Professional Services, Legal, Finance and other Operations teams. This person will partner with the heads of Partner Success across BDSI to define and develop the strategy to achieve business goals, while establishing a structured and disciplined management framework, holding all cross-functional leaders accountable for their ongoing inputs and delivering results. They will own all periodic business reviews and the overall assessment of business performance, and where necessary, drive ownership of corrective actions to ensure organizational goals are exceeded.

The successful candidate must be a strong people leader, and will draw upon solid analytical, critical thinking, and problem solving skills to effectively manage the operational cadence. The candidate must be able to roll-up his/her sleeves, and work directly with the models/data, be detail-oriented, analytical, and have excellent problem-solving abilities. They will influence the continuous improvement of forecast models, segmentation frameworks, sales incentives, marketing initiatives, business intelligence / reporting tools and other field activities to enable operational goals. They will have superb communication and customer-relationship skills, outstanding analytic insight, and be a passionate advocate for their customers to other internal parties. They will drive towards simple, scalable solutions to difficult problems, have excellent project-management skills, and be able to communicate complex strategies or analytical results, both written and verbally, in a clear and easy-to-understand way.

About Us
Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Work/Life Balance
Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

This position can be located in any AWS office in the US.

Key job responsibilities
• Join a high-performing, geographically dispersed team of Partner Success Managers to enable critical insight and operational excellence across the BDSI organization. Ensure the field teams have clarity of purpose and ownership.
• Partner with the BDSI Partner Leaders and their teams in defining the operating plan / business strategy and hold cross-functional leaders to delivering results.
• Establish and manage the operational cadence including pipeline reviews, forecast reviews, monthly and quarterly business reviews, and annual planning cycles.
• Establish and manage the variable compensation plan design and execution.
• Partner with Enablement to develop training programs and resources to ensure the field can meet their goals and targets.
• Collaborate on the design, development, maintenance, and delivery/presentation of forecasting models, headcount management, metrics, reports, analyses, and dashboards to drive key business decisions across BDSI.
• Support initiatives across the Operations group and be an active participant on this team.
• Support the modeling and development of recommendations for global coverage models and the operational framework that supports BDSI.

BASIC QUALIFICATIONS

• Bachelor’s degree in Business Administration, Finance, Economics, Computer Science, or related field.
• 7 + Years experience leadership role in Partner Operations, Sales Operations, Sales Strategy, Management Consulting, Finance, Business Development, or other related fields.
• Team leader / people manager experience, with the ability to hire market-leading talent, develop, motivate and provide direction to a high-performing team.
• Proven experience with the development and implementation of systems/tool utilized for CRM, variable incentive compensation, revenue reporting, forecasting, sales tooling, automation, etc.
• Strong business process design experience.

PREFERRED QUALIFICATIONS

• MBA or other relevant advanced degree.
• Experience working within a high-growth, technology company would be highly beneficial.
• Ability to operate in a lean, fast-paced organization, and to create a vision and organization that can scale quickly.
• Strong written and verbal communication skills, with a track record of presenting to senior management.
• Strong business-process design experience.
• Exhibits sound business judgment, a proven ability to influence others is critical, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

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Partner Strategy & Operations Leader

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Amazon

Our mission: To be Earth's most customer-centric company.

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