[ref. o821521] Partner Development Manager - Technology FSI Partners, AWS EMEA Partner Management, AWS EMEA Partner Management - Amazon
As a partner development manager within AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform across AWS’s most strategic business partners.
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.
As a partner development manager within AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform across AWS’ most strategic business partners.
We are always looking to improve and we also recognize there are many ways to lead and partner. We’re looking for a Think Big leader with diversity in thought who can add to our company skill set by bringing their unique industry knowledge and creativity to our organization.At Amazon, we live our professional lives by the Leadership Principles. When we hire, we look for those who are Amazonian rather than for someone who fits an exact resume mold. To us, Diversity in thought and experience is a good thing.
We are hiring for attitude and training for skill because we recognize success takes many paths. We are looking for someone who can help us create the next version of what it means to be a great partner to our Technology Partners and is passionate about customers.
Key job responsibilities
Responsibilities will include managing strategic relationships with our key Financial Services ISVs to help them grow their business. Drive C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business relationships, and driving partner plans with each assigned partner, you will be responsible for increasing top line revenue growth and overall market adoption of these ISV solutions running on AWS.The ideal candidate will possess both a partner background that enables them to drive successful partnerships, engage at the CxO level, as well as a sales background that enables them to easily interact with enterprise customers and AWS sales/field reps.
They should also have a demonstrated ability to think strategically about the financial services business, product, and technical challenges, with the ability to build and convey compelling value propositions. The candidate must have driven complex campaigns and partner sales.
The position also requires a strong technical acumen, along with working knowledge of the enterprise ISVs and IT landscape.
Responsibilities- Manage and work with a group of new and existing FSI partners to define and execute joint sales and Go to Market (GTM) programs that drive pipeline creation
- Engage assigned partners' field sales organization, channels and end customers to create and drive revenue opportunities for AWS
- Work with cross-functional teams to create and execute strategic business plans, team development, and marketing enabling a partner to meet their goals.
- Evangelize partner solutions and value proposition internally through AWS and externally with customers as identified by the partner
- Driving partner sales revenue at scale through management of regular pipeline, opportunities, and business reviews with the partner and all internal stakeholders
- Work closely with the partner’s customer base to ensure they are successfully using AWS services
- Establish AWS as the partner’s preferred cloud computing platform across all product and service lines
- Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
- Prepare and lead monthly/quarterly business reviews to senior management team.
A day in the life
Work with partner’s and AWS's field sales organizations to create and drive revenue opportunities for AWS. Track partner progress and achievement to goals, understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.Prepare and give business reviews to the senior management team.
Manage complex negotiations and serve as a liaison to the legal group. Create and execute operational rigor including territory management, account management, and business reviews (internal/external). Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.
About the teamDiverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.- Bachelor's degree- Experience developing, leading, negotiating and executing corporate and/or business transactions
- Experience with technology transformation initiatives
- Experience influencing internal and external stakeholders
- Extensive sales and/or partnership experience within the Financial Services industry, solid experience managing and/ or working with ISVs/ SaaS/ Software companies- MBA
- Experience identifying, negotiating, and executing complex legal agreements
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- solid experience working with cloud technology organizations (ISVs/ SaaS companies), enabling seamless interactions with diverse customers, partners, and stakeholders across various disciplines, skilfully influencing decision-makers at the Director and VP levels, delivering concise and impactful documents and presentations to VP-level audiences, showcasing strong communication and facilitation skills, demonstrating a well-respected perspective and organizational influence, driven by a solid understanding of business dynamics
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