Description

As a Sr. Partner Sales Manager, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions. In the role, you will establish and maintain C-level, sales, and product relationships with strategic GSI/SI consulting and ISV partners to drive AWS services revenue with AWS account teams and customers. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities with partners that drive top line AWS revenue growth and overall market adoption with AWS customers.

You will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and sales executives to support the AWS and SI sales processes. He/she 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. You should be a self-starter who is prepared to develop and execute against partner account plans and a territory coverage plan and consistently deliver on revenue targets. The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape.

Key job responsibilities

1. Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic consulting partners with defined revenue and win targets

2. Meet or exceed quarterly revenue targets by helping GSI/SI and ISV partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.

3. Build deep relationships with customers and strategic partners appropriate to your territory to fully understand their business, solutions and technical needs

4. Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals

5. Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources)

6. Develop long-term strategic relationships with key strategic and relevant partners

7. Create & articulate compelling value propositions around AWS services to customers and partners

8. Maintain a robust sales pipeline

9. Work with partners to extend reach & drive AWS adoption

10. Support partners as they develop their solutions through formal AWS APN programs in partnership with AWS OneTeam and other resources

11. Ensure customer and partner satisfaction

12. Provide technical and architectural resources to assist your partners in customer engagements and their delivery of solutions to market

13. Drive business development initiatives in your territory in partnership with Partner Development resources and marketing and GTMS teams to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform

14. Prepare and give business reviews to AWS senior management teams

15. Manage contract negotiations and AWS funding programs

About the team

Diverse Experiences

Amazon 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.

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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and 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.

Basic Qualifications

-7+ years of experience in technology-related sales, consulting partner management, or business development.

-5+ years of experience working with multiple stakeholders and cross-functional teams (e.g., account management, marketing, solution architects, program managers, and product teams).

-Experience increasing technology adoption and creating long-term transformational account strategies.

-Experience working with and presenting to C-level executives, IT leaders, and other lines of business.

Preferred Qualifications

-10+ years of technology-related sales management and field operations experience with a software or cloud solutions vendor, leading teams selling to Fortune 2000 accounts.

-Experience working with global/enterprise accounts.

-Ability to engage and influence C-level executives.

-Proven track record of accelerating sales cycles and driving realized revenue.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.