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Senior Partner Development Manager, Security, GBITS

4 months ago

Pasadena, United States Amazon Web Services, Inc. Full time
Would you like to be part of a team that is redefining the Cyber Security Industry? Amazon Web Services is leading the next paradigm shift in cyber security and is looking for an accomplished leader for the role of Partner Development in the AWS Global System Integrator Partner Organization.

As the Sr PDM, Security you deliver on an innovative sales strategy, deliver results through the development of joint industry GTM, and identify and close large-scale Security Services wins. You will own operational execution of attainment against global targets, and create/manage/maintain executive relationships across the business by establishing and growing business and technical relationships, while managing the day-to-day interactions with a Global System Integrator (GSIs). You will be responsible for driving pipeline, new revenue growth, increased market adoption and the expansion of the partner’s largest global AWS opportunities. You will help to create and conceptualize commercial programs, managing the execution through your partners. To be successful, you will possess the ability to build EVP and C-Suite relationships across players within the enterprise. The ideal PDM will also understand cyber security and the key trends and business impacts of the cyber security industry

The PDM will possess both a business/sales/delivery background with a leading global consulting or systems integrator and a deep understanding of Cyber Security. They will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.

Position may require the ability to travel 25% - 50% of the time, as needed.
US Role: 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.

Key job responsibilities
•Sell and deliver global multi-tower customer transformations to Fortune 1000 customers.
•Build and rapidly expand the AWS global relationship engaging with, and selling through, some of the top partners (GSIs) in the world.
•Drive revenue growth and security services adoption to exceed program revenue and pipeline targets.
•Execute go-to-market models that cover areas such as Continuous Compliance, Managed Detect and Response, Cyber Resiliency and Security led migrations.
•Interface with internal leadership and external customers at the executive CxO level.
•Closely collaborate with stakeholders across the organization, including Field Sales, Business Development, Product, Finance, Marketing, Training, Operations and Legal.

A day in the life
Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

Inclusive and Diverse Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

We are open to hiring candidates to work out of one of the following locations:

Pasadena, CA, USA

BASIC QUALIFICATIONS

- 5+ years of sales, business development, partner development, or alliances management experience.
- 5+ years of experience with GSI’s and/or large enterprise sales and complex agreements.
- 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.
- Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
- Experience developing complex solutions with C-suite customers and internal stakeholders

PREFERRED QUALIFICATIONS

- An evangelist of the cyber security industry with deep experience in an industry or technology domain
- An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
- Experience building business cases for multi-million dollar investments at the CEO level
- Familiarity with selling/managing large partner programs, ideally to the enterprise cyber security industry
- Familiarity negotiating deals across varying cultural norms in a truly global business
- Understanding of digital transformation drivers and the technology ecosystem that supports them
- Excellent written and verbal communication skills