Partner Account Manager – GSI

DESCRIPTION

Job summary
Amazon Web Services (AWS) is looking for a world class partner and business development leader to manage the Public Sector industry vertical business with a global strategic AWS consulting partner. As a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through this Global System Integrator (GSI) and their Public Sector customers.

In this role, you will collaborate with your GSI counterparts to identify, define, prioritize, and launch industry-specific solutions and offerings, while also building and executing on a comprehensive go-to-market plan to accelerate adoption of these solutions and AWS services through the partner. Responsibilities will include driving C-level and field relationships with your partner and with the AWS sales field. You will be responsible for driving top line revenue growth and overall market adoption of the partner solutions and AWS services, by establishing and growing business and technical relationships while managing the day-to-day partner interactions. You will successfully build virtual teams comprised of a diverse set of skills and knowledge from across AWS to interface with Public Sector experts on the partner side.

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with customers and sales executives. This person should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. The position also requires a strong technical acumen and familiarity with cloud services.

This role will work with cross functional teams to create and execute a strategic business plan, inclusive of practice development, enablement, and marketing and sales initiatives on solutions that meet customer needs with measureable ROI. Other responsibilities are:

• Help manage and drive joint engagements between the partner and AWS Account Managers.
• Work with the Country Partner Development Team in a highly collaborative operating model to help develop a strong pipeline of opportunities.
• Serve as a key member of the Partner team in helping to define and deliver joint solution sets and supporting collateral.
• Liaise with the Partner’s field sales organization, channels and end customers to help create and drive revenue opportunities for AWS.
• Assist in developing a strategic business development plan for target markets and ensure it is in line with the AWS strategic direction.
• Help execute the strategic business development plan with key internal stakeholders (e.g. service teams, legal, support, etc.).
• Understand and leverage the use of internal Amazon systems.
• Deep understanding of the partner’s capabilities and solutions that will delight customers.
• Expand existing AWS footprint as well as drive new customer engagements with the partner to grow overall revenue with a focus on business outcomes.
• Become a trusted member of the sales team to own deal execution with the partner, leveraging Partner programs, and coaching partners on best practices
• Work closely with Partner Solution Architects (PSA) and the partner’s technical team to ensure partners deliver quality result.
• Prepare and present business reviews to senior management.
• Provide help during contract negotiations and serve as liaison to legal group.

BASIC QUALIFICATIONS

The successful candidate will have experience building Public Sector industry specific value propositions and integrating them in a national sales plan. Other requirements are:

• At least 10 years of business development, partner development, or alliances management experience working with/for Global System Integrators (GSI) and knowing the market landscape.
• Experience developing detailed Go To Market plans and executing against specific goals while driving governance and other mechanisms to drive accountability both on the partner side as well as internally at AWS
• Deep sales experience and discipline to generate new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle.
• Consistently exceeds quota and key performance metrics.
• Demonstrated ability to engage and influence senior-level executives.
• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
• Cloud computing sales experience highly desired.
• Proven experience driving revenue through Global System Integrators with structured programs.

PREFERRED QUALIFICATIONS

• Experience building Public Sector industry specific value propositions and integrating them in a national sales plan.
• Experience developing detailed Go To Market plans and executing against specific goals while driving governance and other mechanisms to drive accountability both on the partner side as well as internally at AWS
• Deep sales experience and discipline to generate new opportunities with strong focus on pipeline tracking and deal execution through entire sales cycle.

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, disability, age, or other legally protected status

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