Partner Sales Manager for Startups

4 days ago

San Francisco, California, United States AmazonWebServices Full time
About the Role

We are seeking a highly motivated and experienced Partner Sales Manager to join our team in North America. As a key member of our sales organization, you will be responsible for driving revenue growth and market share in a defined territory or industry vertical with multiple account teams and partners.

You will establish and maintain C-level, sales, and product relationships with strategic consulting and technology partners to drive AWS services revenue with AWS account teams and our Startup customers. Your primary objective will be to create and close opportunities with partners that drive top-line AWS revenue growth and overall market adoption with our AWS Startup customers.

Key Responsibilities
  • Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic partners with defined revenue and win targets.
  • Meet or exceed quarterly revenue targets by helping partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
  • Maintain a robust sales pipeline.
  • Create & articulate compelling value propositions around AWS services to customers and partners. Build deep relationships with customers and strategic partner(s) appropriate to your territory to fully understand their business, solutions and technical needs.
  • Work with partners to extend reach & drive AWS adoption. Support partners as they develop their solutions through formal AWS APN programs. Provide technical and architectural resources to assist your partners in customer engagements.
  • Drive business development initiatives in your territory in partnership with Partner Development resources to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform.
  • Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals.
  • Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources). Prepare and give business reviews to AWS senior management teams.
  • Manage contract negotiations and AWS funding programs.
About Us

At Amazon Web Services, we value diverse experiences and are committed to creating an inclusive workplace. We believe that everyone deserves an opportunity to succeed, regardless of their background or circumstances. If you're a self-starter with a passion for sales and a desire to make a real impact, we encourage you to apply.

We're a total compensation company, offering a comprehensive benefits package that includes medical, financial, and other benefits. Our compensation reflects the cost of labor across several US geographic markets, and we offer variable pay via a sales compensation plan. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package.

We're committed to providing a work-life balance that allows you to achieve success at work without sacrificing your personal life. We offer flexible work hours and arrangements to ensure that you can maintain a healthy balance between your work and personal responsibilities.

Requirements
  • BA/BS degree or equivalent work experience required.
  • 5+ years of technology-related sales or business development experience.
  • 5+ years of direct field experience selling software or cloud solutions.
  • Experience communicating and presenting to Sr. leadership.
  • Must currently reside in the greater San Francisco or Seattle area.
Preferred 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 Small & Medium Business 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.

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