Strategic Partnerships Manager

2 weeks ago

Washington, United States Cox Enterprises Full time

Position Overview: As a Strategic Partnerships Manager at Cox Enterprises, you will be responsible for leading the collaborative strategy between our organization and AWS, specifically targeting the SMB West and Startup sectors on a national scale. Your role will involve identifying key AWS teams to engage with and promoting the Cox brand among sales and related teams.

Key Responsibilities:

  • Establishing strong connections between our sales teams and AWS to drive co-selling opportunities and enhance partner-influenced bookings.
  • Managing AWS funding initiatives for our sales representatives, ensuring optimal incentives are leveraged for our clients.
  • Collaborating with the alliance marketing team to facilitate marketing events, align digital campaigns with AWS priorities, and contribute to effective calls to action.

Essential Duties:

  • Developing a comprehensive understanding of Cox's product and service offerings, key accounts, and market strategies.
  • Supporting the execution of the Alliance Go-To-Market strategy within the SMB West and Startup segments.
  • Encouraging alignment between AWS and Cox sales teams, including Solutions Architects and specialized units.
  • Conducting ongoing education and advocacy of Cox's capabilities to AWS field teams through both individual and group outreach.
  • Assisting in demand generation and execution of local and virtual marketing events.
  • Maintaining consistent communication with AWS's partner sales team and leadership regarding pipeline updates, significant achievements, product developments, and marketing initiatives.
  • Overseeing strategic partner programs that Cox is involved in or developing internally.
  • Providing support to the Cox sales team on various sales opportunities, including sales representative mapping, access to subject matter experts, pricing inquiries, and competitive analysis.
  • Staying informed about local market trends, competitive landscape, and emerging opportunities, while offering structured feedback and data-driven insights to senior management.

Qualifications:

  • A Bachelor's degree in a relevant field with a minimum of 6 years of experience in managing strategic partnerships, particularly with AWS in a Systems Integrator or Managed Service Provider context.
  • Alternatively, a Master's degree with 4 years of experience, a Ph.D. with 1 year of experience, or 10 years of relevant experience in lieu of a degree.
  • A proven track record of understanding sales, marketing, and product dynamics, with the ability to think strategically to capitalize on opportunities and address challenges.
  • A solid background in sales, marketing, and business development, enabling effective engagement with diverse partner field teams by understanding their objectives and motivations.
  • Familiarity with core public Cloud computing principles, particularly how security and compliance requirements influence customer adoption.

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