Partner Account Manager, WWPS Global GSIs

The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams. Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.

About the role

• Work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives.
• Establish deep business relationships in the US with the AWS partner through your knowledge of the partner’s strengths and capabilities and their Public Sector customer base.
• Work closely with the AWS Partner team to drive joint sales engagement, as well as strategically plan for development of future opportunities and pursuits.
• Manage a large Systems Integrator (SI), developing and advancing relationships and growing AWS revenue through this partner.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Understand and navigate Public Sector contracting vehicles and procedures.
• Set a strategic sales plan for your target market and ensure it's in line with the AWS strategic direction.
• Understand the technical considerations and certifications specific to the Public Sector.
• Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
• Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
• Manage complex contract negotiations and liaison with the legal group.
• Deep understanding of the partner’s capabilities and solutions that will delight customers.

Responsibilities

• Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
• Manage a large Systems Integrator (SI), developing and advancing relationships and growing AWS revenue through this partner.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Understand and navigate Public Sector contracting vehicles and procedures.
• Set a strategic sales plan for your target market and ensure it's in line with the AWS strategic direction.
• Understand the technical considerations and certifications specific to the Public Sector.
• Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
• Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
• Manage complex contract negotiations and liaison with the legal group.
• Deep understanding of the partner’s capabilities and solutions that will delight customers.
• Work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), Solutions PAM and Partner Marketing to develop and drive new AWS revenue opportunities.

Requirements

• 6+ years of sales or sales management in infrastructure or cloud technology experience.
• Experience negotiating complex deals with customers and partners or equivalent.
• Experience working with partners through account, product or program management and business development engagements.
• Current, active US Government Security Clearance of Top Secret or above.

Qualifications

• 4+ years of building profitable partner ecosystems experience.
• 4+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 4+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives.
• 4+ years of business development, partner development, sales or alliances management experience.
• Bachelor's degree or equivalent.

Benefits

• Comprehensive benefits including health insurance, retirement plans, and paid time off.
• Amazon also offers a competitive base salary range, sign-on payments, RSUs, and sales incentives.