DESCRIPTION
You will lead a team to deliver results leveraging build, market, and sales motions with technology partners in Americas to create and sell joint AWS & partner solutions. Help our technology partners build relationships with AWS field sales/partner teams. Working with a defined set of technology partners, build a #onesalesteam combing AWS and partner resources, drive the creation of a joint GTM strategy, and orchestrate a full sales cycle to successful close. The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a partner or sales background that enables them to manage joint sales efforts and to easily interact with enterprise customers.
Key job responsibilities
Should have a demonstrated ability to think strategically about business, sales, and technical challenges within cloud technologies.
Develop and execute a strategic business plan for the Business Applications team.
Be a key member of the team, mentoring while leading to delivery of the overall strategy.
Position requires a strong technical acumen and deep familiarity with cloud. Work with a small number of Technology Partners to define and execute joint build, market, and sales initiatives.
Serve as a key member of the AWS alliance team in helping to define and deliver the overall joint go-to-market strategy.
Execute strategic business development plans while working with key internal stakeholders (e.g., service teams, legal, support), including those for a specific software market targeting recruitment, revenue and GTM goals.
Work with multiple teams including AWS Partner Network, AWS Solution Architect teams, AWS Sales, and Business Development teams and their partner counterparts to define and execute AWS Marketplace listings, joint technology integration, marketing and business development initiatives.
Set and manage revenue targets and MBOs and collaborate with your team, each partner and AWS sales organizations to achieve/exceed goals.
Engage each partners field sales organizations, channels and AWS Marketplace field enablement team to create and drive co-sell revenue.
Create relationships with AWS sellers and partner teams to assist in co-sell cycles.
Drive adoption of AWS Marketplace.
Ability to Think Big and Dive Deep to drive scalable GTM opportunities with Technology Partners.
A day in the life
Work with technology partners, AWS's field sellers, and AWS Partner management to create, facilitate and orchestrate joint GTM that drives revenue opportunities. Manage complex negotiations and serve as a liaison to the legal group. Create and execute operational rigor including partner management, account management, and business reviews (internal/external). Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.
About the team
The Tech Partner Co-Sell teams mission is to drive co-sell revenue with Technology Partners through Marketplace. We are trusted advisors and facilitators of the full co-sell cycle with our partners and internal sellers. We help our partners and internal sales teams come together as #onesalesteam with a shared vision and strategy in target accounts to drive revenue growth for AWS and our partners. We liaison with other Amazon groups (i.e. APO, Legal, Marketing, etc.) to ensure co-sell cycles stay on track and on time. We dont just stop at executing co-sell cycles we work with our technology partners to drive Think Big/new initiatives/next opportunities. The team measures success by achieving our pipeline and revenue goals, raising the visibility of our technology partnerships, driving AWS Marketplace adoption, improving technology partner experience, and our own job satisfaction.
We are open to hiring candidates to work out of one of the following locations:
New York City, NY, USA | San Francisco, CA, USA | Seattle, WA, USA
BASIC QUALIFICATIONS
- - 12+ years of sales, business development, partner development, partner sales, or alliances management experience.
- - 12+ years of experience with Technology Partners, ISVs, SIs and/or large enterprise sales and complex agreements.
- - Proven track record of senior executive engagement and ability to partner with executive leaders on closing and executing large, highly technical strategic co-development and partnership engagements.
- - Experience managing internal partner teams and successfully delivery on sales quotas of these partner teams.
- - Proven track record of building teams to co-sell with partners and delivering on co-sell specific goals from $100s of millions to $1+ billion in pipeline/revenue goals.
- - Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
- - Experience operating partner businesses from $10s of millions, doing $100M+ pipeline/revenue goals.
- - Experience managing partner teams focused on co-selling and successful achievement of sales quota.
PREFERRED QUALIFICATIONS
- - A co-selling evangelist with partners with a deep experience in an industry or technology domain.
- - An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
- - Experience and relationships with internal AWS teams: APO, Field Sales, Marketing, etc. that can be brought into co-sell cycles with Technology partners.
- - Experience managing technical teams, as creating joint sales strategies within co-sell cycles require.
- - Familiarity with selling/managing large multi-million-dollar partner programs.
- - Familiarity negotiating large deals.
- - Understanding of digital transformation drivers and the technology ecosystem.
- - Excellent written and verbal communication skills
- - Masters Degree in technical or relevant business field
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 $174,300/year in our lowest geographic market up to $288,200/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.
