Sr. Partner Development Manager (Storage), AMER Tech Partners

East Palo Alto, CA, United States

Description

Amazon Web Services (AWS) is looking for a world class partner leader to manage strategic AWS storage and infrastructure partners. As a Global Alliance Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through partner solutions.

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 who can add to our company skillset by bringing their unique domain and industry knowledge and creativity to our organization.

At Amazon, we live our professional lives by the Leadership Principals. 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. While possessing the above criteria would be helpful, if you have a passion for customer success - we want to talk to you. We are looking for someone who can help us create the next version of what it means to be a great partner to our ISVs.

We will coach the right fit. Responsibilities will include driving relationships with your partner organization at C-level, BU/Line of Business and field leadership, and with the broader AWS team, to execute new solution development and go-to-market (GTM) initiatives WW. You will be responsible for overall market adoption of the resulting partner solutions and driving top line revenue growth, by establishing and growing business and technical relationships while managing the day-to-day partner interactions.

The ideal candidate will have both a business background that enables them to engage at the CXO level, manage joint GTM efforts and to easily interact with enterprise customers and sales executives. This person should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. The position also requires a strong technical acumen and familiarity with cloud services and in particular the High Technology vertical. Background in infrastructure and enterprise software and GTM for enterprise SaaS solutions is a plus.

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Key job responsibilities

Working with cross functional teams to create and execute a strategic partner plan, inclusive of technical enablement, business model development, and marketing and sales initiatives on solutions that meet the customer needs with measurable ROI

Engage Partner Product Management and engineering team for roadmap alignment. Driving partner solutions, APN Program attainment, continuous enablement through training and certifications and go-to-market strategies for differentiation and expansion of their footprint

Understand the technical requirements of each partner BU/LoB and work closely with the internal AWS development team to guide the direction of partner product offerings

Driving partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan

Evangelizing a partner’s value proposition internally throughout AWS and externally with customers

Establishing AWS as the partner’s preferred cloud computing platform

Prepare and give business reviews to AWS and partner senior leaders

Manage complex contract negotiations involving legal, marketing and business terms

Serve as a leader helping to define and deliver the overall go-to-market strategy with the partner globally

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

Boston, MA, USA | Chicago, IL, USA | East Palo Alto, CA, USA | New York, NY, USA | Phoenix, AZ, USA | San Francisco, CA, USA | Seattle, WA, USA

Basic Qualifications

The right person will possess 10+ years of experience in alliance management or business development in the High Tech vertical with expertise in storage infrastructure and technologies, delivering and managing cloud solutions.

Experience engaging and influencing senior executives and strong familiarity with decision making processes in enterprise customers

Experience working with partners through account management, product management, program management and business development engagements

Able to consistently exceed quota and key performance metrics.

Proven verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations

Demonstrated experience working and communicating with multiple stakeholders and cross functional teams including direct and channel marketing, solution architect teams, product management and account management teams

Need alliance, business development, sales and/or technical DNA with a desire to coordinate field teams to develop and close high-profile deals and joint solutions with technology partners

Preferred Qualifications

Experience working in the global territory with large complex partners and customer engagements

Meets/exceeds Amazon’s leadership principles requirements for this role

Meets/exceeds Amazon’s functional/technical depth and complexity for this role

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.