Prin. ProServe Partner Lead, McKinsey, ProServe Partner Organization

About the role

Would you like to be part of a team that is redefining the Cloud industry by building and coordinating the Amazon partnering strategy with the Business Consulting and Advisory Partners (BCAP)? These include partners such as McKinsey & Company, Boston Consulting Group, and Bain & Company to name a few. Amazon Web Services is leading the next paradigm shift in artificial intelligence and BCAPs will play a critical role in AWS’s future growth. We are looking for world-class candidates to strategize, manage and scale ProServe within our Business Consulting and Advisory (BCAP) partners.

Responsibilities

• Build and shape the BCAP + ProServe Professional Services strategy on the AWS platform, in alignment with the AWS Partner Organization, BCAP, and Strategic Collaboration Agreements.
• Work with your BCAP AWS Alliance team and Partner to define, execute and report on joint sales attainment and go to market programs that drive incremental Annual Recurring Revenue (ARR) and ProServe.
• Develop a deep understanding of the BCAP partner capabilities, culture, and ways of working that enable origination of incremental strategic pursuits and associated ARR and ProServe.
• Earn trust and develop a relationship set. Drive origination, initiated primarily by the BCAP.
• Shape initial Client value hypothesis and journey with BCAP peer. Prepare and create value equation for both account teams with BCAP peer. Facilitate initial account team session(s) with BCAP peer. Facilitate workshop(s) that build depth of proposition with BCAP peer. Describe, position and initiate available funding aligned to Client journey. Ensure joint scope and Proposal formulation. Commercial support of initial booking.
• Support the building and scaling of the ProServe BCAP Practice including repeatable contractual and process mechanisms. Align key territory ProServe leaders required to execute BCAP Alliance team strategy. Position AWS for internal use by the BCAP partner organization. Ensure that AWS is the BCAP partner’s preferred cloud computing platform across all key pursuits and alliance initiatives.
• Understand, use, and advocate for the use of salesforce.com and other internal Amazon systems. Prepare and give business reviews to the senior executive management team. Participate in complex contract negotiations and serve as a liaison to operational and legal teams.

Requirements

The ideal candidate will possess a business background that enables them to engage at the BCAP Sr. Partner and CXO level. This includes the channel experience to understand the needs and capabilities of their partner, and the sales background to easily interact with Clients and sales/field reps. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Qualifications

• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• Bachelor's degree

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations
• Experience working with the AWS ProServe organization, either from an external or internal perspective.
• Vertical industry sales and delivery experience with cloud services and consulting.
• Experience with CRM systems and maintaining a clear and dependable view of pursuits, progress, and pipeline conversion.