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Strategic Partner Alliance Manager EMEA – Business Applications

Amazon

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

DESCRIPTION

Job summary
Amazon Web Services (AWS) is looking for a world-class leader to join our team and accelerate the adoption of AWS cloud computing services worldwide via partner solutions. As an EMEA Partner Development Manager for our Technology Partners, you will lead the partnership GTM engagement. This role will be a Subject Matter Expert for the assigned partners and their solutions running on AWS. The individual will be familiar with and help in the creation of GTM programs, will effectively leverage other AWS resources to help in the co-selling process, and will engage directly with the AWS and Partner sales teams to drive field enablement, field alignment and incremental joint opportunities. You will also own the overall GTM co-selling goal including AWS-sourced opportunities, will be measured on incremental revenue through their assigned partner, and will be responsible for managing the opportunity pipeline health and reporting metrics.

The ideal candidate is an accomplished leader with a strong background in selling technology, experienced at influencing innovation with technology partners and with the presence to engage executive decision makers. You will have strong business development, product management, strategic alliances, and entrepreneurial skills. You can demonstrate an ability to think strategically about new business models, solution selling, and show prior solution and program successes.

AWS customers are developing some of the most exciting and innovative new businesses, and partners are using cloud technologies from AWS such as AI and Machine Learning, IoT, security services, compute and storage to dramatically accelerate innovation.

Key Responsibilities:

• Together with the overall alliance team, define and execute a plan to help our most strategic technology partners transform and grow their businesses for SaaS and Cloud.
• Orchestrate different resources within the AWS organization to support co-selling and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success.
• Collaborate with sales and partner teams to qualify, develop, and execute campaigns to generate new business opportunities in the EMEA region
• Be the “Go To” resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
• Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between your 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 in order to help meet the set goals.

BASIC QUALIFICATIONS

• 8+ years of experience in the technology sales, partner management, business development, product management
• Experience in business-to-business (B2B) software, including Software as a Service or other cloud-based technologies
• Experience working for a SaaS company and/or building a partner ecosystem with solutions or innovation programs
• Knowledge of the storage market and or storage technology;
• Experience managing joint GTM initiatives with technology partners, including development and tracking of joint sell-with and sell-through business activities
• Verbal and written communication skills with experience articulating concepts to cross-functional audiences

PREFERRED QUALIFICATIONS

• Bachelor engineering or business, or above degree. MBA is a plus
• Motivated self-starter who thrives on working in complex and challenging environments of a rapidly evolving business
• Directly sold, supported, or marketed to clients and partners across different market segments
• Analytical tendencies with a natural curiosity to measure, test, learn and iterate in order to develop scalable programs
• Strong project management skills with experience gaining consensus and driving timely deliverables with individuals inside and outside the organization
• Willing to travel to meet with partners, customers and internal stakeholders, attend events and support field teams on site
• Familiarity with Salesforce.com and other sales and marketing tools

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

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Strategic Partner Alliance Manager EMEA – Business Applications

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Amazon

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

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