Partner Development Manager, Amazon

• The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint go-to-market efforts and to easily interact with enterprise customers
• This person should have a demonstrated ability to think strategically about business, product, and technical challenges within cloud technologies as well as the capacity to build and convey compelling value propositions
• The position also requires a strong technical acumen and deep familiarity with cloud
• 3+ years of business development, partnership management, or sourcing new business experience
• Bachelor's degree or equivalent
• Experience using data and metrics to determine and drive improvements

Desirable

• Manage elite strategic global AWS technology partners in the business applications segment
• Help partners build, market, and sell with AWS by driving C-level and field sales relationships; guide the development and launch of joint solutions; and execute joint go-to-market plans globally
• You will need to establish and grow business and technical relationships while managing the day-to-day partner interactions, driving top line revenue growth and overall market adoption of partner solutions on AWS
• Work with a small number of highly strategic Global Partners to define and execute joint technology, marketing and sales initiatives
• Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy
• Develop and execute a strategic business development plan for target markets that are in line with the AWS strategic direction
• Set and manage revenue targets and work to achieve/exceed goals
• Work with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.) to identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS
• Ability to Think Big and Dive Deep to drive distribution of partner solutions
• 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
• The AWS Partner Team's mission is to be a trusted advisor to AWS field sellers for partner solutions, be a trusted advisor to our partners and execute a shared vision, drive revenue growth for our partners, evangelize partner solutions with AWS Industry Teams, be the liaison with other Amazon groups re partner solutions, promote partnerships via go-to-market motions, and drive Think Big/new initiatives
• The team breaks up activity and measures success by tracking activity that raises the visibility of the partnership and builds awareness, co-selling, and joint innovation
• We drive AWS Partner Network initiatives and AWS Marketplace (MP) adoption