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WW Principal Practice Lead

4 months ago

Washington, Washington, D.C., United States Amazon Full time
BASIC QUALIFICATIONS

  • Experience developing strategies that influence leadership decisions at the organizational level
  • Experience influencing internal and external stakeholders
  • Experience thinking and working creatively to develop unique joint value propositions and product strategy within a partner ecosystem
  • 10+ years of experience within channel partnership/alliances, sales, marketing, business development with demonstrated success in achieving revenue goals working through distribution/resell channel partners.
  • Experience authoring and scaling sales enablement materials to internal and external stakeholders
  • Organizational skills and attention to detail with experience setting clear priorities in a fast paced, dynamic work environment
  • Experience engaging with Clevel executives
  • Experience in developing channel partner strategies, defining success metrics and scaling execution through others
DESCRIPTION


Amazon Web Services (AWS) is looking for a world class channel partner and alliance leader to join the Cloud Foundations and Advanced Services (CFAS) Partner Center of Excellence team.

This role is responsible for scaling adoption of AWS through end user applications running on AWS.

This includes AWS services such as the End User Computing (EUC) service portfolio and Amazon Q as well as Independent Software Vendor (ISV) products running on AWS.

As a WW Principal Practice Lead, you will work with Partners to help them build, market, and sell offerings that help customers globally with their end user application needs including virtual desktops, application streaming, productivity, software development apps, and secure web access.

You will be responsible for driving top line revenue growth and overall market adoption of AWS through Partner offerings.

Activities include building C-level relationships with our partners, constructing and managing joint get-to-market and go-to-market plans, and driving new integrations between Partners' solutions and AWS services.

In this role, you will collaborate with a number of AWS internal teams including the WW Specialist Organization (WWSO), Service Teams, Partner managers, solution architects, sales, product, and marketing.

You will be responsible for building GTM packages and owning the execution of all elements of the packages including but not limited to enablement, sales plays, executive alignment, supporting strategic deals, and relationship governance.

The ideal candidate will possess a background in distribution, value-added reseller, and managed services provider (MSP) technology channel sales. The ideal candidate also possesses a demonstrated ability to think strategically about business, product, and technical challenges. Working knowledge of cloud is required.

Key job responsibilities

  • Own the route to market execution, optimization for end-user applications built by AWS Partners running on AWS
  • Build and leverage relationships with AWS service general managers and WW Specialist Organization (WWSO) leadership to align on business priorities, growth plans, and operational management/reporting
  • Drive efficiencies and global focus across a complex and matrixed organization
  • Promote Partner end-user applications value proposition internally throughout AWS and externally with customers
  • Occasionally manage complex contract negotiations involving legal, marketing and business
  • Work with cross functional AWS teams to build GTM packages for broad consumption
  • Drive Partner pipeline and customer wins through focused sales plays, GTMs, and campaigns
  • Understand channel Partner strategy and help build and drive go to market initiatives to support differentiation, customer wins, and market success
  • Develop global mechanisms to deliver GTM elements that may include consultative workshops, reference materials, partner engagements, linkages to other Amazon programs
  • Support Partner market expansion in new geographies, vertical segments, and use cases by aligning with respective AWS teams and growth strategies
  • Travel up to 20%
  • Position can be located anywhere in US
We are open to hiring candidates to work out of one of the following locations:

Atlanta, GA, USA | Austin, TX, USA | Chicago, IL, USA | Nashville, TN, USA | San Diego, CA, USA | San Francisco, CA, USA | Seattle, WA, USA | Washington Dc, DC, USA

PREFERRED QUALIFICATIONS

  • Experience presenting to all levels of an organization
  • Comfortable, confident, public speaker
  • Understanding of cloud infrastructure, AWS' genverative AI applications (Amazon Q), AWS EUC Services; Certified Cloud Practitioner a plus
  • Demonstrated results in achieving sales, business, development, or alliance management goals against annual growth targets
  • Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
  • Published or presented thought leadership on topics relevant to partners and executives in the cloud space
  • Maintains strong partner (distributors and resellers) relationships
  • Identifies creative incentives and opportunities to increase EUC service adoption
  • Willing to travel domestically and internationally to meet with customers, partners, and to AWS events
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


Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets.

The base pay for this position ranges from $140,800/year in our lowest geographic market up to $262,000/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 This position will remain posted until filled. Applicants should apply via our internal or external career site.