ISV Scale Partner Development Manager, EMEA ISV Scale Partner Team
DESCRIPTION
Come and join Amazon Web Services (AWS) as we redefine the IT Industry. We are building a business that has the potential to be at least as big as the Amazon.com retail business and are seeking world class candidates to contribute to this effort.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
As an ISV Scale Partner Development Manager , you will have the exciting opportunity to recruit, enable and grow our ecosystem of Amazon Partner Network (APN) Partners. These partners consist of some of the most innovative Independent Software Vendors (ISVs), SaaS and PaaS providers
A primary responsibility of this role will be to execute a strategy for acquiring and nurturing a large number of partners across multiple technology stacks. The ability to identify, prioritize and build relationships with the most strategic of these partners is essential.
The right individual will need to focus on driving top line revenue growth and customer adoption through these partners. They will also work to ensure each partner chooses AWS as the preferred platform for their customers.
The ideal candidate will be eager to learn how to influence decision makers at the executive level, as well as the proven ability to interact with many stakeholders. She/he should have a demonstrated ability to think strategically and communicate clearly. Success criteria for this position will be heavily metrics driven, which will require contributing to the build out of a scalable process to manage a large volume of partners
The ideal candidate is an accomplished leader with a strong background in selling technology, experienced at influencing innovation with technology partners and with the presence to engage executive decision makers. You will have strong business development, product management, strategic alliances, and entrepreneurial skills. You can demonstrate an ability to think strategically about new business models, solution selling, and show prior solution and program successes.
Key job responsibilities
Onboard new Technology Partners including Start-ups, SaaS providers, PaaS providers, established ISVs, that are moving to the cloud.
Effectively manage and measure a large number of partner enablement and go-to-market requests. Manage and jointly close a pipeline of customer opportunities developed with our partners.
Identify, enable and qualify high-value partners that drive revenue and deliver best-in-class solutions on AWS customers.
Collaborate with key internal stakeholders (e.g. service teams, sales, marketing, PR, legal, support, etc.) to further develop partner strategies and processes.
Utilize CRM systems, data warehousing and other analytic tools to establish detailed metrics.
AWS customers are developing some of the most exciting and innovative new businesses, and partners are using cloud technologies from AWS such as AI and Machine Learning, IoT, security services, compute and storage to dramatically accelerate innovation.
Key Responsibilities:
· Together with the overall alliance team, define and execute a plan to help our most strategic technology partners transform and grow their businesses for SaaS and Cloud.
· Orchestrate different resources within the AWS organization to support co-selling and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success.
· Collaborate with sales and partner teams to qualify, develop, and execute campaigns to generate new business opportunities in EMEA.
· Be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
· Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between your ISV partners and the AWS field organizations.
· Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’ sales cycle stages. Hold business reviews with both ISV and AWS sales teams to identify best practices and lessons to be learned.
· Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals.
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 we strive for flexibility as part of our working 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
- Bachelor's degree or equivalent
- Experience in business development, partner development, sales or alliances management
- Knowledge of Excel at an intermediate level (e.g., pivot tables & charts, multiple criteria lookups, nested logical/IF formulas, data cleansing, array formulas, etc.)
- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
PREFERRED QUALIFICATIONS
- Experience in online advertising or high-tech products/services
- Business Proficiency in German or Hebrew languages
Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.