DESCRIPTION

Amazon Web Services (AWS) is looking for a world class partner leader to drive collaboration with ISV partners in the Observability and Security segment. This Go-to-Market Partner Development Manager role is responsible for delivering results to AWS Partners and Customers by leveraging a co-sell sales motion with a cohort of ISV partners in Americas to create and sell joint AWS & Partner solutions. Operating in collaboration with field and sales teams, you will work with a defined set of Observabiity and Security Technology Partners and use a #Onesalesteam approach combining AWS and Partner resources. You will drive the creation of a joint sales strategy, and orchestrate a full sales cycle to successful close. The ideal candidate will have a business background that enables them to engage at the CXO level, a partner background that enables successful, collaborative co-sell engagements with partners, and a sales background that enables successful management of joint sales efforts. The candidate should be able to easily and confidently interact with enterprise customers and partners. Additionally, you will support teams in delivering on pipeline, revenue, and Marketplace growth through joint co-sell cycles wins with Technology Partners. This position also requires a strong technical acumen and familiarity with software solutions and GTM experience for enterprise SaaS applications.

Sales, Marketing and Global Services (SMGS)

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Key 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 partners

A day in the life
Work with Technology Partners, AWS’s field sellers, and AWS Partner management to create, facilitate and orchestrate joint co-sell opportunities that drive revenue opportunities. Track opportunity progress, report on business results, regularly participate in account and pipeline review calls. Be ruthlessly aware of progress to pipeline, revenue and Marketplace goals. Prepare and give business reviews to stakeholders and management team. Create and execute operational rigor including partner management, account management, and business reviews (internal/external). Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.

About the team
Our mission is to drive co-sell revenue with Technology Partners. We are trusted advisors and facilitators of the full co-sell cycle with our Partners and internal sellers. We help our Partners and internal sales teams come together as #onesalesteam with a shared vision and strategy in target accounts to drive revenue growth for AWS and our Partners. We liaison with other Amazon groups (e.g., APO, AGS US Sales teams, Marketing, etc.) to ensure co-sell cycles stay on track and on time. We don’t just stop at executing co-sell cycles – we also work with our Partners to drive Think Big/new initiatives/next opportunities. The team measures success by improving Builder/Partner/Customer experiences, achieving our pipeline and revenue goals, raising the visibility of our partnerships, driving AWS Marketplace adoption, and our own job satisfaction.

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.
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 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.
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 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.

BASIC QUALIFICATIONS

– 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.
– 5+ years demonstrated ability to exceed sales, business development, or alliance management goals against annual growth targets for technical products.

PREFERRED QUALIFICATIONS

– 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.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/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. 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, MA, Boston