DESCRIPTION
As a Partner Sales Manager, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions. In the role, you will establish and maintain C-level, sales, and product relationships with strategic GSI/SI and ISV partners to drive AWS services revenue with AWS account teams and customers. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities with partners that drive top line AWS revenue growth and overall market adoption with AWS customers.
The ideal candidate will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with AWS customers, prospects, AWS and partner sales executives to support the AWS and partner sales processes. He/she should also have a demonstrated ability to think strategically about business, industry and technical challenges, with the ability to build and convey compelling value propositions. He/she should be a self-starter who is prepared to develop and execute against account plans and a territory coverage plan and consistently deliver on revenue targets. The position also requires a strong technical acumen, along with working knowledge of software architecture and the business software landscape.
Key job responsibilities
- Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic consulting partners with defined revenue and win targets
- Meet or exceed quarterly revenue targets by helping GSI/SI partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
- Build deep relationships with customers and strategic SI partner(s) appropriate to your territory to fully understand their business, solutions and technical needs
- Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals
- Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources)
- Develop long-term strategic relationships with key strategic GSI/SI partners
- Create & articulate compelling value propositions around AWS services to customers and partners
- Maintain a robust sales pipeline
- Work with partners to extend reach & drive AWS adoption
- Support consulting partners as they develop their solutions through formal AWS APN programs in partnership with GSI/SI PDMs (and other resources)
- Ensure customer and partner satisfaction
- Provide technical and architectural resources to assist your partners in customer engagements and their delivery of solutions to market, including assisting them with ISV partnerships
- Drive business development initiatives in your territory in partnership with Partner Development resources and marketing and GTMS teams to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform
- Prepare and give business reviews to AWS and ISV senior management teams
- Manage contract negotiations and AWS funding programs
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.
BASIC QUALIFICATIONS
Basic qualifications:
• 7+ years of technology related sales or business development experience
• 5+ years of direct field experience selling software or cloud solutions to Fortune 1000 accounts
• BA/BS degree or equivalent work experience required
PREFERRED QUALIFICATIONS
Preferred qualifications:
• Track record of developing sustainable new business
• Extensive customer and partner network
• Strong verbal and written communications skills
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. If you would like to request an accommodation, please notify your Recruiter.