Global Alliance Manager, Retail, Consumer Packaged Goods, and Travel & Hospitality

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.

Consumer behaviors and expectations have fundamentally changed, compelling retailers to accelerate digital transformation across the value chain.

AWS, born from the most innovative retailer in the world, is the foremost pioneer in cloud services with industry-leading solutions to meet today’s consumer expectations, optimize operations, and improve business insights.

Would you like to own strategic alliances with industry leading Independent Software Vendors (ISVs) that help customers run their business in the cloud?

As Global Alliance Manager, you will have the exciting opportunity to work with the most innovative tech partners on the planet.

Your responsibilities will include building go-to-market partnerships, owning C-level relationships, and driving revenue growth through co-selling activities with ISVs powered by AWS that provide the advanced technologies to accelerate industry innovation.

You will own the full life cycle of partner relationships, from envisioning to development and through to sales engagement with the AWS field.

The ideal candidate has a proven track record of influencing senior business and technical leaders in this domain, delivering growth-oriented results in a business development or channel role, and a business background that enables them to interact effectively at the C-level / VP / Director level.

They think strategically, communicate persuasively, and create compelling value propositions for partners. They have a passion for emerging technologies and the ambition to shape the future to benefit partners.

They have familiarity with core industry vernacular, business processes, and industry value chains to help partners maximize growth potential with AWS to meet our customers’ needs.

Above all, they have an entrepreneurial ("go getter") mindset to deliver results for your partners and AWS.

Key job responsibilities

• Serve as a key member of the Retail, CPG, and Travel & Hospitality partner development team, influencing strategy to drive customer adoption of AWS
• Establish and manage senior, technical, and business relationships with a portfolio of strategic ISV partners in the industry
• Establish and manage go-to-market plans with ISVs to drive top line revenue growth through co-marketing, co-selling, and strategic initiatives with AWS
• Team with Sales Leaders for segment planning, and with Account Teams for ISV co-sell execution
• Establish and manage strategic collaboration agreements with ISVs that establish long term impact and position AWS as the preferred cloud provider for industry ISVs
• Construct and lead executive workshops with ISV leaders
• Act as thought leader and evangelist for your managed ISV partners, internally to drive new business development across AWS, and externally through industry channels
• Manage cross-functional stakeholders include sales, technical, marketing, business development, contracting, and partner roles to execute on key activities with partners
• Prepare and deliver data-driven business reviews to senior management
• Light to Moderate travel required

About the team

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

• Bachelor degree with 10+ years relevant professional experience (business development, channel sales, alliances) with increasing complexity and span of control through your career
• 5+ years in technology or industry Business Development, Channel Alliances, or Sales roles
• Experience in business-to-business (B2B) software, Software as a Service, or other cloud technologies
• Proven track record of exceeding growth-oriented performance metrics
• Strong project management skills and experience working with cross-functional, international teams

PREFERRED QUALIFICATIONS

• 10+ years demonstrated experience working with relevant business domains to the industry
• 5+ years’ demonstrated experience selling to enterprise and multi-national organizations, navigating complex organizations to influence leaders
• Demonstrated experience establishing strategic agreements to drive digital transformation outcomes with technology solution providers
• Knowledge of AWS cloud services and their application in industry settings
• MBA or equivalent a plus
• Exceptional communications skills, both written and verbal
• Strong analytical and quantitative skills
30+ days ago