Go-to-market Partner Development Manager, Customer

4 weeks ago

Boston, United States Amazon Web Services, Inc. Full time

5+ years of sales, business development, Partner development, Partner sales, or Alliances management experience in the software / technology space.
- 5+ years of experience with Technology Partners, ISV’s, SIs and/or large enterprise sales and complex agreements.
- 5+ years demonstrated experience working and communicating with multiple stakeholders and driving strategic plans across various teams including solution architecture, product management, partner management, and account management teams.
- 5+ years experience within the Customer Engagement industry
- 5+ years demonstrated ability to exceed sales, business development, or alliance management goals against annual growth targets for technical products.

Key job responsibilities
- A demonstrated ability to think strategically about business, sales, and technical challenges within cloud technologies, considering both short and long-term success.
- Develop and execute a strategic business plan for assigned Technology Partners.
- Orchestrate and operate as the single-threaded owner of the partner contribution specific pillar collaborating-with field leadership to create the partner strategy including interlock with cross functional team.
- Possess strong technical acumen and deep familiarity with cloud. Work with a small number of Technology Partners to define and execute joint co-sell initiatives: find the right accounts to jointly pursue with partner, develop a joint sales strategy with partner, orchestrate a successful sales cycle with partner, resulting in an AWS Marketplace order.
- Bring Technology Partner and domain expertise across the PSM and field teams on partner solutions and sales plays to drive more stickiness of partner solution selling.
- Build relationships with key set of strategic Technology Partners to drive co-selling.
- Facilitate partner-readiness: in partner program, have needed certifications, enrolled in appropriate AWS incentive programs.
- Work with Partners & internal sales teams to build co-sell pipeline to ensure goal attainment. Identify, prioritize, and create/unblock the largest and most complex opportunities working in conjunction with Partners, specialized sellers, PSM and account team.
- Create relationships with AWS sellers and partner teams to assist in co-sell cycles.
- Leverage sales background; interface with internal leadership, partners & external customers.
- Drive team orchestration of co-sell cycle, focusing on opportunity creation with an eye through to close.
- Drive revenue growth and cloud adoption of Technology Partners and AWS joint solutions.
- Bring data and market signals back to the PDMs and PDS builders to ensure we are prioritizing the right sales plays and solutions with our Partners. Accountable for aggregating patterns across partner teams based on customer and partner needs and/or issues impacting adoption
- Be accountable for delivering monthly/quarterly business reviews and operational planning documents for respective domain, pillar, and Sales territory (i.e. Domain and Area MMRs, 2x2s, QBRs, GTM plans, Get-to-Green plans, MBR, WBR, QBR, etc.).
- Sales enable the PSM, specialized sales, GTM specialists and others field teams on Technology Partners solutions and sales capabilities to drive scale via cross lines of business to incorporate partners into joint GTM plans, joint campaigns and sales plays.
- Interlock with Specialist Field LT and be responsible for aligning with sales territory specialist Field LT to communicate partner GTM strategy and collaborate on execution of the GTM.
- Work with AWS Partner Sales & BD teams to drive “sell-with” plans with Customer Engagement technology partners with specialized Customer Engagement use cases

A day in the life
Work with Technology Partners, AWS's field sellers, and AWS Partner management to create, facilitate and orchestrate joint co-sell opportunities that drive revenue opportunities. Track opportunity progress, report on business results, regularly participate in account and pipeline review calls. Be ruthlessly aware of progress to pipeline, revenue and Marketplace goals. Prepare and give business reviews to stakeholders and management team. Create and execute operational rigor including partner management, account management, and business reviews (internal/external). Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.

About the team
Our mission is to drive co-sell revenue with Technology Partners. We are trusted advisors and facilitators of the full co-sell cycle with our Partners and internal sellers. We help our Partners and internal sales teams come together as #onesalesteam with a shared vision and strategy in target accounts to drive revenue growth for AWS and our Partners. We liaison with other Amazon groups (e.g., APO, AGS US Sales teams, Marketing, etc.) to ensure co-sell cycles stay on track and on time. We don’t just stop at executing co-sell cycles - we also work with our Partners

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