Sr. Partner Development Manager - Strategic, WW - ISV, Partner Development Manager Cisco/Splunk Partnership

Amazon Web Services, Inc.; Mountain View (CA); On-site; USD 130,000 - 210,000; Full time

Job summary

Amazon Web Services (AWS) seeks a world-class candidate to manage strategic ISV partnerships, driving co-innovation and joint solutions that accelerate enterprise adoption of the AWS Cloud.

You will coordinate with partner sales teams, lead GTM initiatives globally, and manage day-to-day partner interactions to drive top-line growth for the partner and AWS.

Qualifications

• 5+ years of experience in developing, negotiating and executing business agreements.
• 5+ years of working with Core Cloud Technology Services including compute, edge, hybrid, security.

Responsibilities

• Collaborate with AWS and partner sales to define and execute joint technology development and GTM initiatives.
• Serve on the AWS alliance team to shape overall go-to-market strategy.
• Engage partner field sales, channels and customers to enable opportunities for AWS and the partner.
• Create detailed account plans aligning with AWS and partner strategic direction and goals.
• Set revenue targets and coordinate with GTM teams to achieve them.
• Lead cross-functional teams (sales, marketing, legal, support) to execute business plans.
• Identify joint customer segments and verticals to target with a joint value proposition.

Skills

Strategic partnership development

CXO level engagement

Cloud computing

Go-to-market strategy

Negotiation

Cross-functional collaboration

Education

Bachelor’s degree in Business, Engineering, or related field

Tools

Salesforce

Microsoft Office

Job description

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to engage with a strategic AWS Independent Software Vendor (ISV) Partner. Your job will be to work with this strategic partner to deliver value for the partner and its customers, supporting AWS strategy and drive accelerating enterprise adoption of the AWS cloud computing platform.

Responsibilities include driving co-innovation with the ISV partner and supporting the engagement of field relationships with your partner's sales and managing the development and launch of joint solutions with the partner and coordinating on joint GTM plans globally. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, you will be responsible for driving top line revenue growth for the partner and AWS and overall market adoption.

An extensive business background combined with CXO level engagement through prior roles in sales and business development are critical to success in this role. You should have a demonstrated ability to think strategically about business, product, and technical challenges within multiple technology segments as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with cloud.

Key job responsibilities

• Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology development, marketing and sales initiatives.
• Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy.
• Engage partner's field sales organizations, channels and end customers to create and drive enablement and opportunities for AWS.
• Ensure that there is a strategic business plan for target markets, products and ensure it's in line with the AWS and the partners strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.
• Set and manage revenue targets and work with your team of GTM PDMs, partner and AWS sales organizations to achieve/exceed goals.
• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure that AWS sales field and partner business managers work closely with each partner's customer base to maximize success using our web services.
• Ensure that AWS is the partner's preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of the partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, and business reviews (internal/external).

About the team

Diverse Experiences

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.

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

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.

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 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.

Basic Qualifications:

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Sec