Partner Sales Manager, Enterprise Greenfield

Description Amazon Web Services (AWS) is leading the next paradigm shift in cloud computing and seeking talented individuals for the exciting role of Partner Sales Manager. Would you like to join a team that is redefining the IT industry? Do you have the business savvy and industry expertise necessary to position AWS as the technology platform of the future? The AWS Partner Sales Organization is the Americas partner engagement team for technology (ISVs) and consulting businesses who leverage Amazon Web Services to build solutions and services for customers. More than 90% of Fortune 100 companies and the majority of Fortune 500 companies utilize AWS technology partner solutions and services. As a Partner Sales Manager, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions. In the role, you will establish and maintain sales and alliance relationships with strategic Technology and Consulting partners that include ISVs, Systems Integrators (SIs), Resellers, and Managed Solutions Providers (MSPs) to drive AWS services revenue and acquire new customers. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities that drive top line AWS revenue growth and overall market adoption with AWS customers. You will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and sales executives to support the AWS and Partner sales processes. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The position also requires a technical acumen, along with working knowledge of software architecture and the enterprise software landscape. You should be a self-starter who is prepared to develop and execute against a fast moving territory coverage plan and consistently deliver on quarterly revenue targets. The Partner Sales Manager role is a scaled resource with regional focus to own and drive Partner Engaged Pipeline Acceleration including but not limited to driving opportunities from Prospect to Launch. You will execute motions across ISV, SI, and VAR channel partners. In this model, the Partner Sales team will be aligned and accountable to drive a consistent and scalable partner model that supports the AWS sales framework. Key job responsibilities Works with customers and partners to drive AWS adoption and realize revenue. Works cross-functional team to create programs that drive AWS adoption and consumption. Owns and manages partner originated opportunities. Supports AWS originated opportunities by introducing partners to accelerate opportunities. Leverages Amazon Partner Network Programs to drive opportunities and maximize revenue. Regional/District Partner Strategy and Plan with Consulting, Resellers and Technology/ISV Partner Opportunity creation at an account level with incumbent partner relationship i.e. account mapping, joint prospecting, account planning Opportunity Creation at an Account & Territory level without incumbent partner relationship i.e. Partner Sales plays, Partner Offers, Sales Prospecting, etc. Creates alignment with Partner Management teams to build incentives with partners for pipeline creation. About the team Diverse Experiences Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying. Why AWS Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud. Inclusive Team Culture Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness. Mentorship and Career Growth We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Basic Qualifications 7+ years of technology related sales or business development experience 5+ years of direct field experience selling software or cloud solutions to Fortune 1000 accounts BA/BS degree or equivalent work experience required Experience driving new business in greenfield accounts at the C-suite level Strong verbal and written communication skills Preferred Qualifications Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions Sales management experience Track record of developing sustainable new business Extensive customer and partner network Verbal and written communications skills are a must 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. 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Created: 2024-11-02