At AWS, we collaborate deeply with System Integrators, Distributors, Value Added Resellers, 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
- Work closely with 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 partner relationship.
About the team
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
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 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 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
- 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
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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $168,200/year in our lowest geographic market up to $278,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.