Amazon Partner Development Manager Expansion AMER 

United States, New York, New York 

490386878

Responsibilities
- Manage and work with a select group of new and existing partners to define and execute joint sales and Go to Market (GTM) programs- Establish AWS as the partner’s preferred cloud computing platform across all product and service lines
- Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes- Manage complex contract negotiations and serve as a liaison to the legal group.
Basic qualifications* 5+ years of partner sales or business development experience in the software/technology industry.
* Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners.
* Experience engaging and influencing C-level executives.
* Experience owning, driving and managing partnerships against quarterly targets.
* Technical acumen, with experience driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
* Experience developing unique joint value propositions and product strategy within AWS and in the partner organization.
* Verbal and written communications skills are a must, as well as experience working across internal and external organizations.Preferred qualifications* Computer Science background
* MBA
* Global alliance and sales account management
* Knowledge of AWS and Infrastructure technologies, services and standards
* Knowledge of enterprise ISVsKey job responsibilities
• A demonstrated ability to think strategically about business, sales, and technical challenges within cloud technologies, considering both short and long-term success.
• Develop and execute a strategic business plan for assigned Technology Partners.
• Orchestrate and operate as the single-threaded owner of the partner contribution specific pillar collaborating-with field leadership to create the partner strategy including interlock with cross functional team.
• Possess strong technical acumen and deep familiarity with cloud. Work with a small number of Technology Partners to define and execute joint co-sell initiatives: find the right accounts to jointly pursue with partner, develop a joint sales strategy with partner, orchestrate a successful sales cycle with partner, resulting in an AWS Marketplace order.
• Bring Technology Partner and domain expertise across the PSM and field teams on partner solutions and sales plays to drive more stickiness of partner solution selling.
• Build relationships with key set of strategic Technology Partners to drive co-selling.
• Facilitate partner-readiness: in partner program, have needed certifications, enrolled in appropriate AWS incentive programs.
• Work with Partners & internal sales teams to build co-sell pipeline to ensure goal attainment. Identify, prioritize, and create/unblock the largest and most complex opportunities working in conjunction with Partners, specialized sellers, PSM and account team.
• Create relationships with AWS sellers and partner teams to assist in co-sell cycles.
• Leverage sales background; interface with internal leadership, partners & external customers.
• Drive team orchestration of co-sell cycle, focusing on opportunity creation with an eye through to close.
• Drive revenue growth and cloud adoption of Technology Partners and AWS joint solutions.
• Bring data and market signals back to the PDMs and PDS builders to ensure we are prioritizing the right sales plays and solutions with our Partners. Accountable for aggregating patterns across partner teams based on customer and partner needs and/or issues impacting adoption
• Be accountable for delivering monthly/quarterly business reviews and operational planning documents for respective domain, pillar, and Sales territory (i.e. Domain and Area MMRs, 2x2s, QBRs, GTM plans, Get-to-Green plans, MBR, WBR, QBR, etc.).
• Sales enable the PSM, specialized sales, GTM specialists and others field teams on Technology Partners solutions and sales capabilities to drive scale via cross lines of business to incorporate partners into joint GTM plans, joint campaigns and sales plays.
• Interlock with Specialist Field LT and be responsible for aligning with sales territory specialist Field LT to communicate partner GTM strategy and collaborate on execution of the GTM.
• Work with AWS Partner Sales & BD teams to drive “sell-with” plans with Storage technology partners with specialized Storage use cases
A day in the life
About the team
Why AWS?Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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.
Work/Life BalanceInclusive Team CultureMentorship and 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.

- 7+ years of sales, business development, Partner development, Partner sales, or Alliances management experience in the software / technology space.
- 7+ years of experience with Technology Partners, ISV’s, SIs and/or large enterprise sales and complex agreements.
- 7+ years demonstrated experience working and communicating with multiple stakeholders and driving strategic plans across various teams including solution architecture, product management, partner management, and account management teams.
- 7+ years experience within the Storage industry
- 5+ years demonstrated ability to exceed sales, business development, or alliance management goals against annual growth targets for technical products.

- 5+ years demonstrated experience defining business goals and developing and executing go-to-market plans that exceed goals.
- Proven track record of senior executive engagement and ability to partner with executive leaders on closing and executing large, highly technical strategic co-development and partnership engagements.
- Proven track record of driving co-sell with partners and delivering on co-sell specific goals from $10s of millions to $100+ million in pipeline/revenue goals.
- Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
- A co-selling evangelist with partners with a deep experience in an industry or technology domain.
- An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
- Experience and relationships with internal AWS teams: APO, Field Sales, Marketing, etc. that can be brought into co-sell cycles with Technology partners.
- Experience managing technical teams, as creating joint sales strategies within co-sell cycles require.
- Familiarity with selling/managing large multi-million-dollar partner programs.
- Familiarity negotiating large deals.
- Understanding of digital transformation drivers and the technology ecosystem.
- Excellent written and verbal communication skills
- Masters’ Degree in technical or relevant business field