Demonstrated sales experience. preferably within IT infrastructure, IaaS, PaaS, or SaaS
- Experience with channel partner requirements and correlating potential business to value that can be provided by AWS services
- Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges
- Background in B2B marketing tools such as Marketo or similar
- Presentation experience positioning solutions to partners that are relevant to their industry or target market.
- Prospecting knowledge for partners from and into a senior executive level to identify new revenue opportunities in a focused market space
- 5+ years of experience with business development, procurement, or contracting
Job summary
Amazon Web Services (AWS) is looking for a world-class alliance manager to join our Strategic Alliances PDM-E team and accelerate the adoption of AWS cloud computing services worldwide via partner solutions. As a Partner Manager for Technology Alliances, you will lead the partnership GTM engagement across a number of Global ISV partners across the APJ region. This role will be a prime alliance contact for the assigned partners and you will work with them to prepare them for co-sell with AWS by leading them to and training them on APN and Marketplace co-sell tools and programs, and then executing co-sell GTM activities across the region.
The individual will be familiar with the creation of GTM programs, will effectively leverage other AWS resources to help in the co-selling process, and will engage directly with the AWS and Partner sales teams to drive field enablement, field alignment and incremental joint opportunities.
The primary responsibility of this role will be to execute a GTM strategy for a select number of GISV partners across the APJ region. The ability to identify, prioritize and build relationships with the regional executive management teams of these partners, across the APJ region, is essential. The right individual will need to focus on driving top line revenue growth and customer adoption through these partners. They will also work to ensure each partner chooses AWS as the preferred platform for their customers.
Key job responsibilities
- Effectively initiate and execute a large number of partner enablement and go-to-market requests
- Manage and assist Partner Sales and Field Sales to jointly close a pipeline of customer opportunities developed with our GISV partners
- Identify, enable and qualify high-value GISV partners and their relevant implementation (consulting/service) partners that drive revenue and deliver best-in-class solutions on AWS customers
- Collaborate with key internal stakeholders (e.g. global partner managers, Partner sales managers, ISV sales managers, service teams, sales, marketing, PR, legal, support, etc.) to further develop partner strategies and processes
- Utilize CRM systems, data warehousing and other analytic tools to establish detailed metrics and processes
- Be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed
- Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS' sales cycle stages.
- Hold business reviews with both ISV and AWS sales teams to identify best practices and lessons to be learned
- Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals.
- Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts
- In-depth knowledge and understanding of existing and developing technologies as it relates to cloud computing; understand and identify opportunities for customers
- Competence developing and delivering presentations to large and diverse audiences
- Demonstration of interest in developing a technology sales or partner management career
- Excellent listening, verbal and written communication skills
- Advanced customer relationship skills
- Self-starter, with proven professional success, who is prepared to work in a fast-paced, demanding environment
**Acknowledgement of country**:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
**IDE statement**:
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, disability, age, or other legally protected attributes.