Sr. Partner Development Manager - Strategic, WW - ISV, Partner Development - Strategic Infrastructure ISVs
Amazon Web Services (AWS)
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Job summary
Amazon Web Services, Inc. is seeking a strategic partner manager to drive collaboration with an AWS ISV partner. You will coordinate cross-functional teams to deliver joint solutions and GTM plans, aligning with AWS strategy and driving enterprise cloud adoption.
Qualified candidates bring 5+ years in business development, cloud technology experience, and strong strategic and leadership capabilities to influence multi-year initiatives in a global context.
Qualifications
- 5+ years developing, negotiating and executing business agreements.
- 5+ years working with Core Cloud Technology Services (Compute, Edge, Hybrid, Security, Networking).
- 5+ years in program management, workforce strategy or metrics-driven decision making.
- Experience shaping strategies influencing leadership decisions.
- Experience leading multi-year cross-functional initiatives.
Responsibilities
- Define and deliver joint technology development, marketing and sales initiatives with the partner and AWS.
- Help shape the overall go-to-market strategy as a key alliance team member.
- Engage partner field sales, channels and customers to enable opportunities for AWS.
- Create detailed account plans aligning with AWS and partner strategic direction.
- Set revenue targets and coordinate with GTM teams to meet goals.
- Develop and execute the team's business plan with internal stakeholders.
- Identify joint customer segments and verticals for joint value propositions.
- Ensure AWS is the partner's preferred public cloud platform across product lines.
- Understand partner requirements and guide product direction with internal teams.
- Prepare business reviews for senior management; manage complex negotiations.
Skills
Education
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.
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.
- 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).
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.
- 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, Security, and/or Networking experience
- 5+ years of in program management, workforce strategy development, or metrics-driven decision making experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience using analytical tools for workforce metrics and reporting
- Experience developing, negotiating and executing business agreements
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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 and restricted stock units (RSUs). 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, CA, Mountain View - 162,700.00 - 220,200.00 USD annually
USA, CA, Santa Clara - 162,700.00 - 220,200.00 USD annually
- Amazon Web Services, Inc.
Job ID: A10603757
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