ISV Alliance Manager D&A, GenAI, EMEA Infrastructure ISV Team
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 world class candidates to develop relationships and manage the success of our Technology Partners (ISVs) within the Data & Analytics and GenAI domain. As a partner development manager within AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform across AWS’s most strategic business partners.
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 Partner Development Manager, you will have the exciting opportunity to help build, shape and deliver on an EMEA strategy with some of the most innovative Independent Software Vendors (ISVs), SaaS and PaaS providers. The role will focus on developing value propositions and GTM motion to drive top line revenue growth and customer adoption through the assigned ISVs. The ideal candidate will be accomplished in influencing decision makers at the executive level, as well as demonstrate the ability to interact with many stakeholders. They should have a proven ability to think strategically and communicate clearly. They should have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. 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. They should have strong business development, product management, strategic alliances, and entrepreneurial skills.
We are looking for someone who can help us create the next version of what it means to be a great partner to our Technology Partners and is passionate about customers.
Key job responsibilities
- Develop, lead and manage the EMEA Partnership with a defined cohort of ISVs
- 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 the EMEA region
- 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.
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent
- Solid experience in business development, partner development, sales or alliances management, including setting up and managing a sales pipeline
- Experience in business-to-business (B2B) software, including Software as a Service or other cloud-based technologies
- Experience managing joint GTM initiatives with technology partners, including development and tracking of joint sell-with and sell-through business activities
- Knowledge of the Data and Analytics/GenAI domain
- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization and using data and metrics to determine and drive improvements
PREFERRED QUALIFICATIONS
- Experience and familiarity with the AWS platform, products, solutions and capabilities
- Willing to travel to meet with partners, customers and internal stakeholders, attend events and support field teams on site
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