DescriptionAs a Sr. GSI Sales Manager, you will have the exciting opportunity to grow adoption of Amazon Web Services with some of the company’s most strategic partners and customers. In the role, you will be the overlay seller for a Global System Integrator (GSI). You will be responsible for building business and technical relationships across key industry and horizontal functions in order to accelerate and win new opportunities that drive top line AWS revenue growth and expand customer adoption.The candidate will possess both a business background that enables them to engage at the CXO level, as well as a direct sales and overlay sales background that enables them to easily interact with enterprise customers and internal/external sales executives to win AWS and GSI sales pursuits. The candidate should think strategically about business, product, and technical challenges, and demonstrate the ability to build and convey compelling value propositions that resonate with technical and business decision makers. The candidate should be a self-starter who is prepared to develop an account-level partner strategy and then execute against multiple opportunities to deliver new revenues. Lastly, the position requires a strong technical acumen and a working knowledge of the cloud and the enterprise software landscape.Key job responsibilities
Drive revenue and market share growth with strategic GSIs across a defined Area and/or Industry Vertical.
Meet or exceed quarterly revenue targets by originating and closing opportunities with select global consulting partners and AWS sales teams.
Build deep relationships with strategic customers and partners to fully understand their business, solutions and technical needs
Develop and execute against a comprehensive account/territory plans supporting multiple account teams to drive achievement of revenue and win goals
Execute this plan while working with key internal stakeholders (e.g. account teams, specialty sales, business development, partner marketing and partner management resources)
Create & articulate compelling value propositions around AWS services to customers and partners
Leverage technical and architectural resources to assist your partners in customer engagements and their delivery of solutions to market
Drive business development initiatives in your territory in partnership with internal Partner Development resources to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform
Manage large scale contract negotiations and executive engagement while ensuring customer and partner satisfaction
Maintain robust sales pipeline; prepare and deliver executive business reviews to AWS and Partner senior management teams
About the teamWe are open to hiring candidates to work out of one of the following locations:Detroit, MI, USABasic QualificationsBA/BS degree or equivalent work experience required7+ years of technology related sales or business development experience5+ years of direct field experience selling software or cloud solutionsExperience communicating and presenting to Sr. leadershipCurrent working experience in AGSPreferred Qualifications
Experience managing joint GTM success with consulting and technology partners, including development and tracking of joint sell-with and sell-through business activities.
Experience in partner sales or overlay sales roles building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions
Experience developing and promoting consulting and/or technology partner value propositions to direct sales organizations. Ideally working with the enterprise segment.
Experience in enterprise software and familiarity with cloud computing platforms and services.
Experience implementing effective joint GTM programs for consulting and technology partners including joint sales enablement, demand generation, lead tracking, deal registration and joint sales reporting.
Demonstrated leadership, interpersonal skills, as well as a profound willingness to collaborate with multi-locational, cross-functional teams internally and externally.
Sales DNA with a desire to coordinate field teams to develop and close high-profile deals
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.
