As a global alliance manager within AWS, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of the AWS cloud computing platform, which includes Amazon S3, Amazon EC2, Amazon SimpleDB, and Amazon RDS, and many more cloud services.
Responsibilities will include growing a team of senior alliance professionals who drive C-level and field relationships with some of AWS’ most strategic partners. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for driving top line revenue growth and overall market adoption.
Watch: Career Advice
Roles & Responsibilities:
Manage a portfolio of highly strategic AWS technology partners
Over time, as the portfolio grows, develop a team of senior global alliance BDMs
Work with AWS and your partners to define and execute joint sales and go-to-market programs.
Serve as a key member of the global alliance team in helping to define and deliver the overall GTM strategy.
Engage AWS’ and the partner’s field sales organization, channels and end customers to create and drive revenue opportunities for AWS.
Set a strategic business development plan for target markets and ensure it is in line with the AWS strategic direction. This includes developing detailed account plans to track the progress of each ISV solution provider and achievement to goals.
Set and manage revenue targets and work with the partner and AWS sales organizations to achieve/exceed goals.
Manage and close a pipeline of business associated with each partnership.
Execute the strategic partner development plan while working with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS.
Working with the AWS sales team, position AWS for internal use by the partner organization.
Work closely with the partner’s customer base to ensure they are successful using AWS services.
Ensure that AWS is the partner’s Preferred Cloud Computing platform across all product lines.
Understand the technical requirements of our partners and work closely with the internal development team to guide the direction of our product offerings.
Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
Prepare and give business reviews to the senior management team.
Manage complex contract negotiations and serve as a liaison to the legal group.
Basic Qualifications
Basic Qualifications:
The right person will possess 10-15 years of sales and/or business development experience in the software/technology industry, with a concentration in networking and communications.
Must have demonstrable experience as a “player/coach”, leading other senior BDMs while actively managing the most critical partnerships
A self-starter with a bias for execution, who thrives in fast-paced and constantly changing environments
Knowledge of the networking, telecom and IoT partner segments along with SaaS and Cloud experience
Consistently exceeds quota and key performance metrics.
Demonstrated ability to engage and influence C-level executives.
Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
Preferred Qualifications:
Deep partner management and sales experience with networking equipment and communications service providers
MBA
Computer Science Background
Send To A Friend
Posts
