Senior Partner Development Manager (Energy), Strategic ISV Alliances, APO Tech COE
DESCRIPTION
Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate for an exciting new role at AWS as an ISV (Independent Software Vendor) Partner Development Manager based at our offices in Houston, TX (or US location) to support our Energy Vertical.
This role will support the overall success for one of our most Strategic Technology Partners, managing relationship, co-development and joint GTM (Go To Market) leading to joint success for the partner and AWS. This position is a fast-paced, rich opportunity for someone to take their experience to the next level. As the Global PDM you will hold a holistic view of the business generated by your partner and will work across both the Strategic Tech Partner team and AWS field Commercial sales to enhance and grow partner-related AWS revenue. You will become a trusted point of contact for the ISV by earning their trust on a continuous basis. You will earn their trust through demonstrations of a deep understanding for their business issues and concerns, displaying competence in various business management disciplines and helping your partners build a successful and sustainable business delivering end customer solutions that incorporate the AWS cloud platform and services.
You will drive towards end-customer value that results in business growth to both ISVs and AWS by being partner-centric in all activities, serving as a leader and advocate for them within AWS, and accurately representing AWS within the partner's organization. This role is unique from other roles in AWS in its overall focus on establishing and maintaining the GTM execution plan with one Energy ISV partner, and helping ensure that joint business growth metrics are set, met or exceeded.
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 go-to-market (GTM) initiatives. You will be responsible for co-developing solutions, driving top line revenue growth and overall market adoption of the partner solutions, by establishing and growing business and technical relationships while managing the day-to-day partner interactions.
You 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 Oil and Gas industry.
At Amazon, we live our professional lives by the Leadership Principles. 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.
Key job responsibilities
Key Responsibilities:
Managing a finite list of Partner opportunities
Developing customer wins and public references
Partner Performance Tracking
Engaging Partners in bootcamps, webinars, and marketing campaigns to drive new AWS pipeline
Suggesting and educating on APN programs
Sales Enablement for Partner’s Sales Team
Enable Partners to highlight AWS technical skills through the attainment of certifications
Work with Partners to identify accounts where Partner has a presence and cultivate AWS opportunities from those relationships
Responsible for the revenue targets of the specific region and partner.
Partner Opportunity Management Responsibilities:
Support Partners to submit quality Partner Originated opportunities
Work with Partners to update opportunities shared with AWS throughout the sales life cycle: opportunity management
Help obtain Partner information on incomplete Partner Originated opportunity submissions
Coordinate and support Partner opportunities by ensuring Partner opportunities are updated by Partners in the Deal Pipeline Manager and by AWS Opportunity Owners in AWS Salesforce
Engage with internal stakeholders and AWS sales on Partner opportunities to manage Partner experience
A day in the life
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.
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 & 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.
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.
BASIC QUALIFICATIONS
- 5+ years of developing, negotiating and executing business agreements experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- MBA
- 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience
- 7+ years of experience in the energy industry preferably oil and gas
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.