ISV Partner Development Manager, Amazon Partner Organisation (APO) (AWS)

Amazon; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Amazon is seeking an ISV Partner Development Manager within the AWS Partner Organization in Bengaluru, India. The role focuses on building GTM strategies and driving revenue growth through strategic ISVs, SaaS, and PaaS providers, aligning with AWS sales, marketing, and field teams.

The ideal candidate will engage CXO/VP level stakeholders, translate business challenges into scalable partner programs, and deliver measurable outcomes through data-driven decision making.

Qualifications

• 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience in stakeholder management with multiple levels of an organization.
• Experience using data and metrics to drive improvements.

Responsibilities

• Define and execute a plan with ISV sales leadership and alliance teams to grow SaaS and Cloud business.
• Collaborate with internal stakeholders (service teams, sales, marketing, PR, legal, support) to develop partner strategies.
• Coordinate resources within AWS to support co-selling and create a scalable joint GTM model.
• Be the go-to resource to source, develop and close high-profile joint sales opportunities.
• Drive sales execution across lead generation and joint enablement activities between ISV partners and AWS teams.
• Hold regular business cadences including reviews with ISV and AWS sales to identify best practices.
• Broker internal resources and investments needed to meet business goals.

Skills

Go-To-Market

Business Development

Sales

Consulting experience

Education

Bachelor's degree or equivalent

Job description

ISV Partner Development Manager, Amazon Partner Organisation (APO)

Come and join Amazon Web Services (AWS) as we redefine the IT Industry. We are building a business that has the potential to be at least as big as the Amazon.com retail business and are seeking world class candidates to contribute to this effort. 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. As an ISV Partner Development Manager, you will have the exciting opportunity to help shape and deliver on a strategy to build GTM and mind share with some of the most innovative Independent Software Vendors (ISVs), SaaS and PaaS providers. 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. The ideal candidate will be eager to learn how to influence decision makers at the executive level, as well as the proven ability to interact with many stakeholders. They should have a demonstrated ability to think strategically and communicate clearly. Success criteria for this position will be heavily metrics driven, which will require contributing to the build out of a scalable process to manage a large volume of partner. The candidate will possess both a business background that enables them to drive an engagement and interact at the CXO/VP level. They 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 ideal candidate is an accomplished leader with a strong background in selling technology, experienced at influencing innovation with technology partners and with the presence to engage executive decision makers. They should have strong business development, product management, strategic alliances, and entrepreneurial skills. They can demonstrate an ability to think strategically about new business models, solution selling, and show prior solution and program successes.

Key job responsibilities

• Together with the ISV sales leadership and alliance team, define and execute a plan to help our most strategic technology partners transform and grow their businesses for SaaS and Cloud.
• Collaborate with key internal stakeholders (e.g. service teams, sales, marketing, PR, legal, support, etc.) to further develop partner strategies and processes.
• Orchestrate different resources within the AWS organization to support co-selling and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success.
• Be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
• Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between your ISV partners and the AWS field organizations.
• Hold regular business cadences including 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.

Basic Qualifications

• 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree or equivalent
• Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
• Experience using data and metrics to determine and drive improvements

Preferred Qualifications

• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience working cross functionally with tech and non-tech teams

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