Sr PAM Global Defense Partners, WWPS , Mission Programs Team
Amazon
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Job summary
Amazon Web Services (AWS) in Herndon, VA seeks a Sr PAM to manage partner relationships and drive revenue with public sector customers. You will collaborate with government-focused partners, sales, solutions architecture, and technical teams to advance joint opportunities and align with AWS strategy.
The role requires 7+ years in direct software sales or business development, with 4+ years in partner management and a track record of engaging C-level executives.
Qualifications
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives.
- 4+ years of business development, partner development, sales or alliances management experience.
- Bachelor's degree or equivalent
Responsibilities
- Maintain an accurate pipeline and forecast of partner-sourced business opportunities within assigned emerging territory accounts.
- Work collaboratively with partners to identify and advance joint opportunities that grow AWS revenue.
- Support the execution of the territory sales plan in alignment with AWS strategic direction and team goals.
- Build and maintain productive relationships with assigned public sector partners and their key contacts.
- Work closely with AWS sales, solutions architecture, and technical teams to support joint customer pursuits.
- Identify specific partner prospects and channels to approach, clearly communicating the AWS value proposition for their use case.
- Develop working knowledge of public sector contracting vehicles, procedures, and compliance requirements relevant to the emerging territory.
- Build foundational understanding of technical certifications and considerations specific to public sector customers.
- Support contract negotiations and coordinate with internal legal and deal teams as needed.
- Prepare pipeline updates and progress reports for manager review.
Skills
Education
Job description
Job ID: 10507107 | Amazon Web Services, Inc.
n this role, you will establish deep business and technical relationships with an AWS partner through your knowledge of the customer's mission flying satellites, aircraft, and processing geospatial and mission data. You will have day-to-day interactions with your partner in support of their mission with their public sector customers and workloads. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects. He/she/they should also have a demonstrated ability to think strategically about the mission, product and technical challenges, with the ability to build and convey compelling value propositions. In addition, technical skills and background are essential as AWS targets customers that are looking for front line technical expertise and cloud experience (sales and implementation).
This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.
Maintain an accurate pipeline and forecast of partner-sourced business opportunities within assigned emerging territory accounts
Work collaboratively with partners to identify and advance joint opportunities that grow AWS revenue
Support the execution of the territory sales plan in alignment with AWS strategic direction and team goals
Build and maintain productive relationships with assigned public sector partners and their key contacts
Work closely with AWS sales, solutions architecture, and technical teams to support joint customer pursuits
Identify specific partner prospects and channels to approach, clearly communicating the AWS value proposition for their use case
Develop working knowledge of public sector contracting vehicles, procedures, and compliance requirements relevant to the emerging territory
Build foundational understanding of technical certifications and considerations specific to public sector customers
Support contract negotiations and coordinate with internal legal and deal teams as needed
Prepare pipeline updates and progress reports for manager review
Communicate roadblocks and elevate issues in a timely manner to ensure deal momentum
Contribute to team business reviews with data-driven updates on territory activity
The team you will be working with is a hand picked team of talented individuals with varying background in DoD, Intelligence, IT operations and product management.
AWS 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.
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.
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.
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.
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 4+ years of business development, partner development, sales or alliances management experience
- Bachelor's degree or equivalent
- 4+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans
- Experience positioning and selling technology to new customers and new market segments
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 .
- 4+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans
- Experience positioning and selling technology to new customers and new market segments
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 .
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually
Before proceeding, please review the following FAQs
https://www.amazon.jobs/en/faqs#faqs-for-us-government-employees
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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