Amazon ISV Partner Go-to-Market Development 

Sweden, Stockholm 

721912302

**This position can be based in any of AWS offices in The Netherlands, Sweden or Denmark**As an ISV Partner Development Manager, you will accelerate joint customer success in region with our Infra (or HBA) Technology Partners, building pipeline and driving MP adoption.Reporting directly into the Area APO Leader the Area ISV PDME will be responsible for local engagement with CoE-Managed ISV who requires support for in-country events, engagement with AWS country teams, or GTM initiatives to deliver qualified Partner Originated pipeline growth and converted customer contracts.This area focused role provides a vital point of reference for Technology Partners to bridge the gap between the EMEA PDME development activity and the ISM sales activity.
You will be responsible for defining the ISV strategy for your assigned territory, building GTM plans for ISV engagement, top-to-top sales alignment, localized sales-plays execution and pipeline generation, support pipeline qualification, local field enablement of ISVs (Better-Together, Co-Sell, AWS Marketplace, MEDDPICC) with ISV Partners and align with local consulting partners to support power of 3 motions.Key job responsibilities
The Area ISV PDME will focus on engaging with CoE-Managed ISV partners within their category and in the Area to deliver a launched ARR objective, supporting the growth of ISV co-sell wins, and delivering growth in Qualified+ Pipeline measured by ARR value.You will be responsible for determining and documenting the Tech Partner baseline to identify the areas of strength/weakness and opportunity for your assigned area and category, delivering updates to the monthly 2x2 for the Area and Tech Partner Org, and providing input to the OP planning cycles.You will co-ordinate your ISV engagements with the Infra (or HBA) PDMEs, ISM teams, and Partner Marketing within your Area, localizing joint GTM motions consisting of multiple partners (i.e. Power of 3 ISV+ISV, ISV+Channel) to engage with customers to generate Partner Originated pipeline. You will work with the partner to ensure that the pipeline progresses to a qualified stage whereby the ISM team will take over responsibility to managed and close the opportunities.About the team
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· Extensive IT partner management experience and partner network in the Nordics
· Extensive experience and demonstrated track record of success in technology related sales/channel/business development
· Extensive experience in working within matrix operating structures, to consistently exceed expectations against defined goals and objectives
· Strong understanding of cloud and IT technologies, trends and partner business models, as well as proven track record of building and driving complex multi-year partnerships with a diverse sets of channel partners
· Excellent verbal & written communication and demonstrated senior stakeholder management experience, including ability to manage multiple competing priorities simultaneously and drive goals to completion

· Enterprise solution sales experience
· Experience working with large and complex consulting partners, Telco, Global System Integrators, or distributors
· Master’s Degree
· Experience and familiarity with the AWS platform, products, solutions and capabilities