DESCRIPTION

As a Partner Sales Manager for Startups in North America, 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 consulting and technology partners to drive AWS services revenue with AWS account teams and our Startup 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 our AWS Startup customers. The chosen 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 enterprise customers and sales executives to support the AWS and partner sales processes. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. They should be a self-starter who is prepared to develop and execute against partner 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 enterprise 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 partners with defined revenue and win targets
• Meet or exceed quarterly revenue targets by helping partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
• Maintain a robust sales pipeline.
• Create & articulate compelling value propositions around AWS services to customers and partners. Build deep relationships with customers and strategic partner(s) appropriate to your territory to fully understand their business, solutions and technical needs.
• Work with partners to extend reach & drive AWS adoption. Support partners as they develop their solutions through formal AWS APN programs. Provide technical and architectural resources to assist your partners in customer engagements.
• Drive business development initiatives in your territory in partnership with Partner Development resources to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform.
• 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). Prepare and give business reviews to AWS senior management teams.
• Manage contract negotiations and AWS funding programs.

About the team
Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

Inclusive and Diverse Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

BASIC QUALIFICATIONS

• BA/BS degree or equivalent work experience required
• 5+ years of technology related sales or business development experience
• 5+ years of direct field experience selling software or cloud solutions
• Experience communicating and presenting to Sr. leadership

PREFERRED QUALIFICATIONS

• Experience managing joint GTM success with consulting and technology partners, including development and tracking of joint sell-with and sell-through business activities.
• Experience in partner sales or overlay sales roles — building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions
• Experience developing and promoting consulting and/or technology partner value propositions to direct sales organizations. Ideally working with the Small & Medium Business segment.
• Experience in enterprise software and familiarity with cloud computing platforms and services.
• Experience implementing effective joint GTM programs for consulting and technology partners including joint sales enablement, demand generation, lead tracking, deal registration and joint sales reporting.
• Demonstrated leadership, interpersonal skills, as well as a profound willingness to collaborate with multi-locational, cross-functional teams internally and externally.
• Sales DNA with a desire to coordinate field teams to develop and close high-profile deals.

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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $83,100/year in our lowest geographic market up to $177,800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.

USA, WA, Seattle