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

Amazon; Bengaluru; On-site; INR 3,000,000 - 5,200,000; Full time

Job summary

Amazon Web Services (AWS) SMGS in Bengaluru seeks an ISV Partner Development Manager to shape and deliver GTM strategies with software vendors, SaaS and PaaS providers, driving revenue and customer adoption. You will orchestrate internal resources, coordinate with service, sales, marketing, legal and support to build scalable joint GTM models and win high-profile opportunities.

The role requires strategic thinking, executive-level communication, and a track record in business development and

Qualifications

• Bachelor’s degree or equivalent.
• Experience in business development, partner development, sales or alliances management.
• Experience in stakeholder management across multiple levels.

Responsibilities

• Define and execute plans to grow SaaS and Cloud for strategic partners.
• Collaborate with internal stakeholders to develop partner strategies.
• Coordinate resources to support co-selling and GTM activities.
• Ensure high-profile joint sales opportunities are sourced and closed.
• Drive sales enablement and lead generation with ISV partners.
• Hold regular business cadences with ISV and AWS teams.
• Broker resources and investments to meet goals.

Skills

Business development

Partner development

Sales

Alliances mgmt

Education

Bachelor's degree

Job description

Partner Development Manager ISV , 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

• Bachelor's degree or equivalent
• Experience in business development, partner development, sales or alliances management
• Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization

Preferred Qualifications

• 3+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience

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