Senior Technical Business Developer, AWS Marketplace, EMEA Partner Core
DESCRIPTION
**Also open to candidates located in major EMEA AWS offices**
Are you passionate about driving the growth and adoption of AWS Marketplace across EMEA? Do you have the business acumen and technical expertise to support our partner community to engage with joint customers to help solve their business challenges with cloud technology?
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.
We are looking for an experienced and dynamic Technical Business Development Manager to spearhead the expansion of AWS Marketplace. Join us and play a pivotal role in working with a diverse range of customers and partners to help them leverage our Partner solutions to drive business outcomes.
Key job responsibilities
- Develop a short term and long term strategic AWS Marketplace Go-To-Market plans embracing the features and automation that AWS Marketplace brings to the procurement and sales process.
- Identify specific customer segments and partners to approach with a joint value proposition for using AWS Marketplace.
- Collaborate with engineering project stakeholders to define and deliver services and enhancements of existing services on agreed upon milestones.
- Anticipate bottlenecks, solicit customer and partner feedback, anticipate and make trade-offs.
- Serve as a key member of the AWS Marketplace team in helping to define and deliver the GTM strategy for customers and AWS Partners in EMEA.
- Understand the technical requirements of customers and partners and work closely with the internal development team to guide the direction of our product offerings.
- Educate and enable the AWS field sales teams and increase visibility and capability of AWS Marketplace products
- Prepare and provide business reviews and executive communication to the senior management team.
- Ability to travel 10 to 15% as necessary to implement new programs, meet with customers, prospects, partners, account teams.
A day in the life
You will work with partners and customers to understand their needs and desires in solving their top business challenges. You will work with partners to integrate AWS Marketplace functionality (APIs, CRM connectors, reporting, automation) into their processes, you will also work with customers to enable them to use buyer functionality (Future Dated Agreements, Free trials, ISV solution financing). This team sits at the intersection of customer/partner needs and product engineering and is responsible for translating between the stakeholders to drive AWSome outcomes.
About the team
AWS Marketplace enables enterprises and startups to optimize how they discover, migrate, procure, and deploy trusted third-party software, data, and professional services as they migrate to and build in the cloud. The AWS Marketplace Technical Business Development team exists to support this growth by building and helping partners implement scaling mechanisms that support partner development and growth through new initiatives by enhancing the partner journey and program experience, streamlining migration GTM and driving Marketplace (MP) feature and partner service adoption.
Diverse Experiences
AWS 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.
Inclusive Team Culture
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Mentorship & Career Growth
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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.
BASIC QUALIFICATIONS
- Experience managing programs with executive stakeholders, across functional teams, building new processes and coordinating release schedules
- Experience in Business Development for Technology-based sales channels for ISV and/or Consulting partners
- Experience developing and executing strategies that influence leadership decisions at the organizational level
- Understanding of B2B Go-to-Market and Sales lifecycle for Technology solutions
- Deep knowledge of cloud computing market and key provider, partner and customer trends
PREFERRED QUALIFICATIONS
- Experience working with AWS Marketplace
- Experience interpreting data and using it to make business recommendations
- Ability to overcome obstacles and meet targets in fast-paced environments
- Familiarity with B2B procurement systems (e.g. ARIBA or COUPA)
- Experience in Partner Management or experience having worked at an AWS Partner.
- Degree in Masters of Business Administration (MBA)
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