Senior 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 develop and manage joint SAP GTM efforts, and to easily interact with enterprise customers and sales executives
• This person should have a demonstrated ability to think strategically about SAP-related business, product, and technical challenges, as well as build and convey compelling value propositions for SAP on AWS as they relate to business consulting advisors vs systems integrators
• The position also requires a strong understanding of SAP's solutions, SAP's go to market model, SAP RISE/GROW and familiarity with cloud services
• Bachelor's degree
• 5+ years of sales or business development experience
• Experience working with and SAP
• Experience owning go-to-market strategy
• Experience engaging senior executives on high priority initiatives

Desirable

• Amazon Web Services (AWS) is looking for a world class partner and sales leader to manage the SAP on AWS business for our business consulting advisory partner (BCAP) portfolio that includes partners such as Bain & Company, BCG, Kearney, and McKinsey as the primary focus
• As a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through BCAPs and their SAP customers
• Responsibilities will include driving C-level and field relationships with your partners and with the AWS field sales, and executing joint GTM plans globally
• You will be responsible for driving top line revenue growth and overall market adoption of joint AWS and BCAP solutions, by establishing and growing business and technical relationships while managing the day-to-day partner interactions
• AWS partners develop and deploy SAP solutions for customers. AWS customers are developing some of the most exciting and innovative new businesses, and partners are using cloud technologies from AWS such as GenAI and Machine Learning, IoT, compute and storage to dramatically accelerate innovation
• Working with cross functional teams to create and execute a strategic business plan, inclusive of enablement, practice development, and marketing and sales initiatives on solutions that meet SAP on AWS customer's needs with measurable ROI
• Engage BCAP’s leadership and end customers to create and drive revenue opportunities for AWS
• Evangelizing BCAP’s SAP on AWS value proposition internally throughout AWS and externally with customers
• Driving BCAP portfolio partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan
• Establishing AWS as the BCAP’s preferred cloud computing platform for SAP and RISE/GROW
• Responsible for enabling the BCAP’s global SAP leadership on AWS differentiation
• Understand how to create joint solution offerings and work closely with internal AWS development teams to guide the direction of joint solution offerings
• Prepare and give business reviews to AWS and BCAP senior leaders
• Manage complex contract negotiations involving legal, marketing and business terms
• Serve as a key member of the AWS SAP partner team helping to define and deliver the overall go-to-market strategy for our global system integrator segment