Sr. Partner Development Manager, AMER Technology Partnerships

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is seeking seasoned partner and alliances leaders to develop relationships and manage the success of our Technology Partners / Independent Software Vendors (ISVs) in the Data & Analytics space.

As an AMER Sr. Partner Development Manager (PDM) for our Technology Partners with a primarily AMER market focus, you will lead the go-to-market engagement across co-build, co-market and co-sell, including global focus where aligned with partner needs.

You will be the Subject Matter Expert for the assigned partners and their solutions running on AWS, developing a deep understanding of partner strategy and value propositions to help create GTM programs - effectively leveraging AWS people, process, and programs to support partner goals.

Engaging directly with the AWS and Partner sales teams to drive field enablement, field alignment, and incremental joint opportunities you will be measured on incremental revenue through assigned partners, and will be responsible for managing the opportunity pipeline health, reporting metrics, and business intelligence.

The ideal candidate is an accomplished leader with a strong background in channel and alliances management, technology sales alignment, and proven experience in influencing innovation in the technology market.

A powerful communicator with board and c-suite facing pedigree and presence, you will have strong business development, product management, strategic alliances, and entrepreneurial skills.

You can demonstrate an ability to think strategically about new business models, solution selling, and show prior solution and program successes.

AMER ISV Data & Analytics partners are leading the market in the development of some of the most exciting and innovative new businesses, using market-leading cloud technologies from AWS such as AI and Machine Learning to drive cloud migration, cloud modernization, solution innovation, and data democratization across the most dynamic brands in the world.

Key job responsibilities

• Working with mature, strategic AWS ISV partners to drive the development of differentiated solutions built on AWS solving the most significant data problems across all industries and regions.
• Building material c-suite / board level relationships, engagement, and sponsorship of the AWS collaboration to facilitate deep AWS engagement and alignment with mutual goals.
• Together with the AWS account and partner teams, defining and executing a plan to help our partners transform and grow their businesses for SaaS and Cloud.
• Facilitating partner and AWS product technical engagement, supporting the identification and development of differentiated solutions built on AWS to meet developing market needs.
• Orchestrating varied resources within the AWS organization defining GTM strategies and creating / maintaining a long-term, scalable joint GTM model - driving partner and customer success, and supporting co-selling joint marketing activities.
• Driving operational, marketing, and co-sell excellence within our partners. Facilitating deep, robust process enabling sales collaboration, co-sell sophistication, and ROI positive joint-marketing activities.
• Leading regular partner co-sales reviews ensuring sales pipeline visibility and accuracy according to the AWS sales cycle.

Holding business reviews with both ISV and AWS sales teams to identify best practices.

Driving sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between your ISV partners and the AWS field organizations.

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

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.

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 & 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.

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 flexible work hours and arrangements are part of our culture.

When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Hybrid Work

We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face.

Our team affords builders options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices.

Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn’t necessary.

BASIC QUALIFICATIONS

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of professional or military experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• 5+ years managing ISV partnerships within a Channels & Alliances team

PREFERRED QUALIFICATIONS

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• 5+ years managing System Integrator (SI) relationships within a Channels & Alliances team
30+ days ago