In this role, you will manage co-sales relationships I APN ISV Partners, leveraging your experience with critical workloads and your knowledge of financial services customer needs. You will be responsible for supporting ISV sales initiatives in partnership with the AWS account teams to develop new opportunities, identify and support renewals, manage the advancement of pipeline opportunities, ensuring operational excellence for opportunity management, and help drive ISV sales and marketing activities in customer accounts.
Key job responsibilities
Specific responsibilities include:
• Developing detailed account plans to progress and track the progress of ISV opportunities and wins with GFS customers. Execute the plans with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Manage a portfolio of ISV Partners to grow their adoption of AWS and support their business in financial services in collaboration with ISV account teams and Partner Development resources.
• Become the subject matter expert on AWS ISV Partner capability in the financial services industry and solutions that will drive customer success.
• Establish and maintain relationships with ISV Partner sales and alliance representatives and corresponding field sales teams. Engage the ISV partners' field sales organizations, marketing, channels and end customers to create and drive revenue opportunities for AWS
• Work with the ISVs to create new pipeline and to build and execute a strategy to secure all renewals.
• Understand the legal, compliance, security, technical, and procurement considerations and certifications specific to financial services that impact your partners
• Establish collaborative relationships with AWS account teams, Partner Development teams, and other internal resources to maximize AWS Partner engagement in customer accounts
• Effective management of business recording and reporting using Salesforce.com and other internal Amazon systems.
A day in the life
This role will be a mix of direct engagement with AWS account teams, AWS ISV Partner representatives, and financial services customer accounts as you pursue the generation, closure, and delivery of ISV Partner opportunities that help financial services customers meet their business needs. This requires regular efforts in these areas:
• Research and planning to ensure there are clear plans for how we will work with your partners to provide benefit to our customers and grow the business
• Relationship development with the internal AWS teams who work with the ISVs in your portfolio to ensure a consistent customer and partner experience
• Building networks of relationships with AWS Partner counterparts who are also working with our mutual end customer accounts to improve collaboration and better meet end customer needs.
• Managing meetings and connections that bring stakeholders together to review Partner opportunity pipeline and establish plans to accelerate customer adoption
• Collaborating with AWS ISV Partners on proposal responses and proactive initiatives to increase customer awareness of partner solutions, such as joint customer presentations and events, industry marketing, and other pipeline generating activities.
• Working with internal programs to secure support and resources to help accelerate customer adoption of ISV Partner solutions
• Managing operational reporting on pipeline opportunities, customer engagement, and escalations to provide clear insight to customer and partner progress
About the team
About AWS
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.
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Work/Life Balance
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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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
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BASIC QUALIFICATIONS
• 5+ years experience in technology sales sales or business development roles. SaaS and cloud platform sales experience is a plus.
• 3+ years experience with partner channel development and driving joint sales and partnerships to deliver customer outcomes
• Demonstrated experience building and maintaining relationships with senior leadership positions
• Understanding of business and regulatory requirements for solutions within the financial services industry
PREFERRED QUALIFICATIONS
• 3+ years experience working with APN partners, specifically ISV partners
• 3+ years experience working with/in the Financial Services industry.
• Works effectively in a dynamic environment with changing priorities and comfortable dealing with ambiguity
• Excellent presentation, communication (oral & written), and relationship building skills, across all levels of management
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.