Amazon Web Services (AWS) is looking for a world class partner and alliance leader to join the AWS Managed Services (AMS) Acceleration team to lead business development efforts. As a Senior Partner Development Specialist, you will have the exciting opportunity to accelerate adoption of AMS by partners and customers. Activities include building C-level relationships with our partners, constructing and managing joint get-to-market and go-to-market plans, and driving new product innovation along with AWS service teams. You will be responsible for driving top line revenue growth and overall market adoption of the partner solutions by establishing and growing business and technical relationships while managing day-to-day partner interactions. You will work closely with the specialists’ sales and Service team leadership to set and deliver to shared goals, collaborate with AMS leaders to define long term partner strategy across all partner types (systems integrators, ISVs, Distribution), and manage business reporting for partner activity related to these services.
The ideal candidate will possess a background in alliance management to drive successful partnerships, engage with the C-suite, as well as a sales or business development background to execute on joint marketing and sales activities across the partner and AWS field teams. The ideal candidate also possesses a demonstrated ability to think strategically about business, product, and technical challenges. Working knowledge of cloud is preferred.
Key job responsibilities
- Own the RTM execution, optimization, and operational excellence for AWS Managed Services (AMS) with AWS Partners
- Build and leverage relationships with service general managers and specialist sales leadership to align on business priorities, growth plans, and operational management/reporting
- Manage the day to day engagement with AWS Service team stakeholders
- Drive efficiencies and global focus across a complex and matrixed organization
Collaborate with Partner Specialist and Capability stakeholders to manage key priorities for the business
- Drive partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan
- Engage each partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS
- Promote partner’s value proposition internally throughout AWS and externally with customers
- Occasionally manage complex contract negotiations involving legal, marketing and business
- Drive Partner pipeline and customer wins through focused sales plays, GTMs, and campaigns
- Understand Partner strategy and help build and drive go to market initiatives to support differentiation, customer wins, and market success
- Triangulate on strategic deals with the AWS sales, WW specialist sales, Partner teams, and AWS Professional Services
- Prepare and deliver business reviews to AWS and partner senior leaders including business metrics, goal achievements, and overall health of business
- Travel up to 25%
BASIC QUALIFICATIONS
- 8+ years of sales, business development, or alliance management experience in the software/technology industry, including Cloud/Software as a Service or related technical paradigms
- Experience engaging senior executives and experience with decision making processes in enterprise customers
- Experience working and communicating with multiple stakeholders and cross functional teams including direct and channel marketing, solution architect teams, product management and account management teams
- Experience working with partners through account management, product management, program management and business development engagements
PREFERRED QUALIFICATIONS
- 10+ years of sales, business development, or alliance management experience in the software/technology industry
- 7+ years of experience in the cloud
- Experience in building Managed Services offerings
- Experience with AWS partners and understanding of AWS partner ecosystem
- Understanding of cloud infrastructure and AWS infrastructure servcies
- Demonstrated results in achieving sales, business, development, or alliance management goals against annual growth targets
- Meets/exceeds Amazon’s leadership principles requirements for this role
- Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
