AIML and GenAI GTM Partner Development Specialist

3 weeks ago

Santa Clara, United States Amazon Web Services, Inc. Full time
AWS customers are innovating and transforming their businesses through the power of and depth of AWS services. Whether it is reducing downtime for plant shutdowns to discovering new pharmaceutical drugs that save lives, or an organization seeking to improve customer experience, customers advancing business outcomes with AWS and our vast Partner Network.

You are responsible for leading the NAMER partner AIML and Generative AI GTM strategy and partner sales execution to accelerate specialized partner contribution. In this role, you will collaborate closely with AWS field teams, Partner organization, and AWS marketing to guide partners in meeting their customers' demand in accelerating their adoption to cloud and specialized services. You will leverage partner ecosystem and partner GTM best practice, act as single threaded owner to drive and accelerate partner contribution in respective pillars and sales territories with consistency and efficiency. In addition to functional fit on domain knowledge and solution selling experience, we are looking for candidates who present leadership principles of bias for action, ownership and delivering results.

You will have:
· 10 + years demonstrated experience collaborating with multiple stakeholders and driving strategic and complex initiatives or deals with cross functional teams
· 7+ years of business development, sales, or alliance management experience in the software/technology industry with strong knowledge and experience in enterprise solution selling and value selling.
· 3+ years of experience growing AI & machine learning related services, products or solutions
· 7+ years demonstrated ability and track record to exceed sales, business development, or partner sales targets
· 7+ years demonstrated experience building business strategy, developing and executing go-to-market plans and delivering results.
· 5+ year experience engaging with partner senior executives, C-Suites and senior leaders and executive presence
· BS or MS degree in technology field or MBA

Key job responsibilities
· Act as single-threaded owner of the partner contribution collaborating-with specialist teams and the field to create the partner strategy and interlock with cross functional team.
· Bring pillar/domain expertise across the partner and field teams on partner capabilities and sales plays to drive partner solution selling and mutual success in targeted sales territories to accelerate AWS service adoption.
· Identify, prioritize, unblock and progress the largest and most complex opportunities working in conjunction with partners, specialists, partner organization and field teams.
· Bring data signals back to the Partner Development builders to prioritize and optimize joint sales plays and solutions with our specialized partners. Accountable for aggregating patterns across the Sales territories by pillar/domain based on customer and partner needs and/or challenges impacting adoption.
· Enable the partner sales managers, specialists and field teams with partner solutions and sales capabilities; Drive scale with the field teams to incorporate partners into joint GTM plans, campaigns and sales plays.
· Deliver business reviews and operational planning to address needs for respective pillar/domain and sales territory based on the rhythm of the business to achieve/exceed targeted results.
· Interlock with specialist and field teams to communicate, collaborate and implement joint GTM strategy.

About the team
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

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

Santa Clara, CA, USA

BASIC QUALIFICATIONS

- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of professional or military experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules

PREFERRED QUALIFICATIONS

- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements

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