DescriptionWould you like to be part of a team that is redefining the Enterprise IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for Senior Manager, Customer Sales Strategy, Tech BusDev of Enterprise Transformation (ET) in the AWS Partner Organization.You will lead a team to deliver results on an innovative sales strategy by owning the sales motion to drive strategic partner buy-in to a new commercial model around IT Outsourcing and App Outsourcing. Responsibilities will include establishing C-level and field relationships with partners and with the AWS sales field, building the GTM and customer-centric offer, and executing joint GTM plans globally. You will support teams in delivering top line revenue growth through joint proposals and large-scale IT Outsourcing/App Outsourcing wins. You will create and conceptualize commercial programs, and also manage the negotiation with your partners. To be successful, you will possess or demonstrate the ability to build EVP and C-Suite relationships across players within the enterprise.This candidate will possess both a business/sales/delivery background with a leading global consulting or systems integrator and a deep understanding of Enterprise Transformation that enables them to develop and execute forward thinking initiatives, which drive incremental adoption of AWS services. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships. You will lead a pre-sales team in partnership with your Solution Architect and Cloud Analyst counterparts.Position can sit anywhere there is an AWS office, such as in New York City, NY; Arlington, VA; Chicago, IL; San Francisco, CA; Palo Alto, CA; Santa Clara, CA; Seattle, WA; Austin, TX; Dallas, TX; Houston, TX; Atlanta, GA; Boston, MA; Phoenix, AZ; and other locations.Position may require the ability to travel 25% to 40% of the time, as needed10010Key job responsibilities
Design and negotiate go-to-market models with partners that cover areas such as migrations, procurement, workforce transformation and asset dispensation.
Build and rapidly expand the AWS global relationship engaging with, and selling through, some of the top partners in the world.
Drive revenue growth and cloud adoption to exceed program revenue and pipeline targets.
Interface with internal leadership and external customers at the executive CxO level.
Closely collaborate with executive stakeholders across the organization, including Field Sales, Business Development, Product, Finance, Marketing, Training, Operations and Legal.
Build and lead a high-performing, global team.
Be a team leader and player with the ability to attract talent, proven experience recruiting and retaining diverse top partner development talent, and the ability to champion employee development and maintain an inclusive work environment.
About the teamDiverse ExperiencesAWS values diverse experiences. Even if you do not meet all of the 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.We are open to hiring candidates to work out of one of the following locations:Seattle, WA, USABasic Qualifications
12+ years of sales, business development, partner development, or alliances management experience.
12+ years of experience with SIs and/or large enterprise sales and complex agreements.
10+ years Proven track record of senior executive engagement and ability to partner with executive leaders on closing and executing large, highly technical strategic co-development and partnership engagements.
10+ years experience operating businesses from 100s of millions, doing $100M+ deals and billions of dollars in revenue (USD.)
10+ years experience developing complex solutions with C-suite customers and internal stakeholders.
Preferred Qualifications
Experience building business cases for multi-million dollar investments at the CEO level
An evangelist of the cloud era with deep experience in an industry or technology domain
Experience selling/managing large multi-million dollar partner programs, ideally to the Public Cloud
Familiarity negotiating deals across varying cultural normal in a truly global business
An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Understanding of digital transformation drivers and the technology ecosystem that supports them
10+ years Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
Masters’ Degree in technical or relevant business field
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.Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $154,900/year in our lowest geographic market up to $288,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
