Senior Partner Account Manager, US NatSec and Defense (Cleared), WWPS Global GSI Partners

Amazon Web Services (AWS); Arlington (VA); On-site; USD 143,000 - 193,000; Full time

Job summary

Amazon Web Services (AWS) seeks a Partner Account Manager for US Federal NatSec/Defense to drive revenue with a top Global Systems Integrator partner. You will balance executive engagement with field teams to expand AWS adoption in the public sector.

You will build joint sales plans, lead campaigns, and coordinate with AWS Account Executives, Solution Architects, and Partner Marketing to deliver measurable results while maintaining security clearance requirements. Arlington, VA on-site.

Qualifications

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.
• 10+ years of business development, partner development, sales or alliances management experience.
• Current, active US Government Security Clearance of Top Secret or above.

Responsibilities

• Develop revenue opportunities with a top Global Systems Integrator partner.
• Deliver revenue growth and adoption for strategic initiatives.
• Cultivate sales & partner relationships and execute joint sales campaigns.
• Advise on AWS investments, industry prioritization, and strategic initiatives.
• Lead a cross-functional extended team to deliver results in a start-up like space.
• Create and execute Joint Partner Sales Plans to accelerate AWS revenue and align with strategic direction.
• Communicate capabilities and successes to AWS Partner teams and field teams.
• Prepare and present periodic business reviews to AWS senior management.

Skills

Sales & biz development

C-level relationship building

Strategic partnership management

Security clearance

Go-to-market planning

Job description

Would you like to own building the future for a leader in the cloud computing business in the public sector? Would you like to be part of a sales team focused on increasing awareness and adoption of Amazon Web Services (AWS) by leading the Go-to-Market sales for a top Global System Integrator (GSI) partner? Are you self-motivated, focused on long-term relationships, and a customer-first salesperson? Do you have sales and business development experience, cloud technical background, and relationships with system integrators? AWS Partner Account Managers (PAM) do all this and more. AWS PAM's work with select large partners to develop go-to-market strategies for expanding industry offerings and emerging solutions by public sector and non-profit organizations. As a PAM you will work with a GSI partner to create & lead joint sales campaigns for AWS Worldwide Public Sector (WWPS) that aligns to AWS strategic initiatives and your partner's market leadership positioning.

You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams. Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.

For more information, visit https://aws.amazon.com/federal/us-intelligence-community/

This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.

Key job responsibilities

• As a Partner Account Manager (PAM) in US Federal National Security (NatSec) and Defense, you will work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), and Partner Marketing to develop and drive new AWS revenue opportunities.
• You will be responsible for delivering revenue growth and overall end-customer adoption for strategic initiatives.
• You will cultivate sales & partner relationships and execute sales campaigns with the long-term interests of AWS, your GSI partner, and ultimately the end-user customer at the forefront.
• You’ll advise on AWS investments, industry prioritization, and strategic initiatives based on market growth potential.
• You will use AWS mechanisms for achieving sales results, iterating improvements, and lead an extended team to deliver results in a space that operates like a start-up.
• Create and execute Joint Partner Sales Plans to accelerate AWS revenue, target new markets, and ensure alignment with the AWS strategic direction.
• Communicate to AWS Partner teams, field sales, solutions architects, business development, and others as needed on partner's offering capabilities and successes.
• Prepare and give periodic business reviews to the AWS senior management team.

A day in the life. The Partner Account Manager (PAM) is an individual contributor role but will be responsible for regional business leadership with a top Global Systems Integrator (GSI) partner of the AWS Worldwide Public Sector (WWPS) business. You will define a CxO relationship strategy, including engaging with AWS senior leaders for executive sponsorship, coordinating executive business reviews, and developing sales opportunity for partner offerings and solutions. You will build and maintain key relationships, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline & deliver results.

About the team Would you like to own building the future for a leader in the cloud computing business in the public sector? Would you like to be part of a sales team focused on increasing awareness and adoption of Amazon Web Services (AWS) by leading the Go-to-Market sales for a top Global System Integrator (GSI) partner? Are you self-motivated, focused on long-term relationships, and a customer-first salesperson? Do you have sales and business development experience, cloud technical background, and relationships with system integrators? AWS Partner Account Managers (PAM) do all this and more. AWS PAM's work with select large partners to develop go-to-market strategies for expanding industry offerings and emerging solutions by public sector and non-profit organizations. As a PAM you will work with a GSI partner to create & lead joint sales campaigns for AWS Worldwide Public Sector (WWPS) that aligns to AWS strategic initiatives and your partner's market leadership positioning.

You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams. Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.

For more information, visit https://aws.amazon.com/federal/us-intelligence-community/

Basic qualifications

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 10+ years of business development, partner development, sales or alliances management experience
• Current, active US Government Security Clearance of Top Secret or above

Preferred qualifications

• 5+ years of building profitable partner ecosystems experience
• Experience developing detailed go to market plans

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .

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