Sr. Partner Sales Manager

Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services platform in the cloud ( cloud computing ).

With AWS you can requisition compute power, storage, and many other services gaining access to a suite of elastic IT infrastructure services as your business demands them.

AWS is the leading platform for designing and developing applications for the cloud and is growing rapidly with hundreds of thousands of companies in over 190 countries on the platform.

The AWS Partner Sales Organization is the Americas partner engagement team for technology (ISVs) and consulting partners who leverage Amazon Web Services to build solutions and services for customers.

Would you like to join a team that is redefining the IT industry? Do you have the business savvy and industry expertise necessary to position Amazon as the technology platform of the future?

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class Partner Sales Managers to lead our sell-with partnerships with partners in North America.

As a Partner Sales Manager, 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 sales and alliance relationships with strategic Technology and Consulting partners that include Independent Software Vendor (ISVs), Systems Integrators (SIs), Resellers, and Managed Solutions Providers (MSPs) to drive AWS services revenue and acquire new 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 that drive top line AWS revenue growth and overall market adoption with AWS customers.

You 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.

The position also requires a technical acumen, along with working knowledge of software architecture and the enterprise software landscape.

Key job responsibilities

• Drive revenue and partner engagement in a defined territory or industry vertical with multiple account teams and partners.
• Meet or exceed quarterly revenue targets by helping partners originate and work with AWS and the partner sales teams to close opportunities that drive AWS revenues thru partner programs with AWS prospects and customers.
• Build deep relationships with customers and partners appropriate to your territory to fully understand their business, solutions and technical needs
• Develop and execute against a comprehensive account / territory plan supporting multiple account teams and / or specific assigned strategic Technology (ISV) and Consulting 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)
• Develop long-term strategic relationships with key strategic partners
• Create & articulate compelling value propositions around AWS services to customers and partners
• Manage and close a pipeline of partner business in your territory
• Work with partners to extend reach & drive AWS adoption
• Support partners as they develop their solutions through formal AWS APN programs in partnership with partner development teams (and other resources).
• Ensure customer and partner satisfaction.
• Provide technical and architectural resources to assist your customers in joint engagements with partners and their delivery of solutions to market, including assisting them with channel partners
• Drive business development initiatives in your territory in partnership with Partner Development resources and marketing and Go To Market Strategy teams to help drive joint partner solutions built on AWS and ensure that AWS is their preferred platform
• Prepare and give business reviews to AWS and Partner senior management teams.
• Manage complex contract negotiations and serve as a liaison to the legal group.

BASIC QUALIFICATIONS

7+ years in technical / IT related sales with medium to large software vendors / customers

PREFERRED QUALIFICATIONS

• Experience working with technology customers (such as software providers) and consulting partners (such as SIs and Resellers)
• Technology background with cloud technology
• AWS Certified Cloud Practitioner certification
• Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions
• Sales management experience
30+ days ago