DescriptionWould you like to join a team that is redefining the IT industry? Do you have the business savvy and industry expertise necessary to position Amazon as the technology platform of the future? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class Partner Sales Managers to lead our sell-with partnerships in North America.Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services platform in the cloud (“cloud computing”). With AWS you can requisition compute power, storage, and many other services – gaining access to a suite of elastic IT infrastructure services as your business demands them. AWS is the leading platform for designing and developing applications for the cloud and is growing rapidly with hundreds of thousands of companies in over 190 countries on the platform.The AWS Partner Sales Organization is the Americas partner engagement team for Technology (ISVs) and Consulting Partners who leverage Amazon Web Services to build solutions and services for customers. More than 90% of Fortune 100 companies and the majority of Fortune 500 companies utilize AWS technology partner solutions and services.Key job responsibilitiesAs a 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 sales and alliance relationships with strategic Technology and Consulting partners that include ISVs, Systems Integrators (SIs), Resellers, and Managed Solutions Providers (MSPs) to drive AWS services revenue and acquire new 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 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 Partner sales processes. You 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. The position also requires a technical acumen, along with working knowledge of software architecture and the enterprise software landscape.A day in the lifeDrive revenue and market share in a defined territory or industry vertical working with multiple account teams and partners.
Build deep relationships with customers and partners appropriate to your territory to fully understand their business, solutions and technical needs.
Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned strategic Technology (ISV) and Consulting Partners to drive achievement of revenue and win goals.
Deliver Results while working with key internal stakeholders (e.g. AWS Account Managers, Specialist Sales/Services teams and Business Development, Partner Marketing and Partner Development resources).
Develop long-term strategic relationships with key strategic partners.
Create & articulate compelling value propositions around AWS services to customers and partners.
Manage and close a pipeline of partner business in your territory.
Work with partners to extend reach & drive AWS adoption.
Support Partners as they develop solutions through formal AWS APN programs in partnership with Partner Development teams (and other resources).
Ensure customer and partner satisfaction.
Provide technical and architectural resources to assist your customers in joint engagements with Partners and their delivery of solutions to market, including assisting them with channel partners.
Drive business development initiatives in your territory in partnership with Partner Development, Marketing, and Go To Market Strategy teams to drive joint partner solutions built on AWS and ensure that AWS is their preferred platform.
Prepare and give business reviews to AWS and partner senior management teams.
Manage complex contract negotiations and serve as a liaison to the legal group.
Meet or exceed quarterly revenue targets by helping partners originate and work with AWS and the partner sales teams to close opportunities that drive AWS revenues thru partner programs with AWS prospects and customers.
About the teamDiverse ExperiencesAmazon 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 AWSAmazon 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 BalanceWe 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 CultureHere 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 GrowthWe’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 in technical/IT related sales with medium to large software vendors/customers
7+ years of demonstrated experience working and communicating with multiple stakeholders and cross-functional teams, including Sales reps and managers, solutions architects, Partner and direct marketing, business development, and other functional teams
Preferred Qualifications
Experience working with technology customers (such as software providers) and consulting partners (such as SIs and Resellers).
Technology background, preferably with cloud technology.
AWS Certified Cloud Practitioner certification.
Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions.
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.
