Senior Strategic Partner Sales Manager - Fujitsu, Amazon Global Sales
DESCRIPTION
Would you like to be part of a team that is redefining the IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for a dynamic results-oriented candidate to join as the Senior Strategic Partner Sales Manager in Japan.
At AWS, we collaborate deeply with System Integrators, Distributors, Value Added Resellers, Telcos and other services providers to provide end to end digital and business transformation value to our customers. Many of our strategic partners have holistic businesses including IT and consulting services, software products, re-selling, and other related businesses with IT infrastructure requirements. These partners typically have large customer base, multi-year contracts, and long-term relationships with our customers, and a mix of business units providing different value propositions.
This role will be dedicated to working with one of these strategic partners, and act as the single point owner from AWS to drive co-sell with a partner. The role will map the partner’s organization, own relationship with key Sales stakeholders, and work closely with them to build an AWS aligned book of business.
Key job responsibilities
Working with the partner to
- Plan and execute business development activities
- Develop a group of committed AWS champions across the partner sales and operations teams
- Run regular cadence on creating and progressing pipeline
- Define and build case for funding / investments (as required)
- Managing complex contract negotiations
- Managing all co-sell related issues
A day in the life
Within AWS, you will
- Work closely with direct and virtual teams across different AWS functions (partner development, account management, training, marketing, finance, programs etc.) to act as the partner’s advocate and drive AWS alignment across teams.
- Run the partnership progress and governance mechanisms (internally within AWS and with the partner) and ensure regular updates, manage escalations, and build leadership alignment amongst both organizations
- Be goaled on metrics related to co-sell revenue, number of end customers engaged with the partner, number and value of large deals closed with the partner, and other similar metrics indicating the strength of the co-sell relationship with the partner.
About the team
AWSについて: https://aws.amazon.com/jp/careers/#how_we_work
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BASIC QUALIFICATIONS
- Experience of 15+ years in technology related (IT infrastructure / cloud products and services) Key Account Management, Partner Business Management, Sales Strategy, or a mix of such exposure with experience in having owned and delivered a revenue goal
- Proven track record of managing and influencing senior internal and external stakeholders (CXO level)
- Experience in driving multiple cross industry and collaborative initiatives to meet a common business objective
- Native fluency in verbal and written Japanese is a must
- Willingness to travel to meet with partner executives, customers and internal stakeholders, attend events and support field teams as required
PREFERRED QUALIFICATIONS
- Ability to work independently with limited guidance, once the objectives have been set, and overall direction has been aligned
- A keen sense of ownership, drive, and ability to deliver in ambiguity
- Experience of working with large, global organizations is preferred
- Strategic thinking: to think strategically about business challenges, and create a compelling value proposition
- Relationship management: ability to build rapport and earn trust with a wide range of internal and external senior stakeholders
- Project management: to be able to execute a wide-ranging overall plan through assigned, monitorable tasks, and deliver results
- Strong communication and presentation skills: to articulate ideas to cross functional audiences
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