Senior Manager, Strategic Partner Development, AWS Partner COE Consulting

About the role

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Responsibilities

• Build, lead, and develop a team of GTM Partner Development Managers, establishing clear goals, priorities, and professional development paths for each team member.
• Define the long-term strategic vision for the partnership and align internal and external stakeholders around a unified roadmap.
• Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology, marketing, and sales initiatives.
• Serve as a key member of the AWS alliance leadership team in helping to define and deliver the overall go-to-market strategy.
• Engage partner's field sales organizations, channels, and end customers to create and drive enablement and opportunities for AWS.
• Own the strategic business plan for target markets and products, ensuring alignment with AWS and the partner's strategic direction.
• Create and execute the business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure that AWS sales field and partner business managers work closely with each partner's customer base to maximize success using our web services.
• Ensure that AWS is the partner's preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of the partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Prepare and deliver business reviews to the senior management team, representing the health and trajectory of the partnership and your team's performance.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, and business reviews (internal/external).
• Foster a culture of inclusion, ownership, and continuous improvement within the team.

Qualifications

• 5+ years of people management experience
• 10+ years of developing, negotiating and executing business agreements experience
• 10+ years of professional or military experience
• Bachelor's degree or equivalent
• Experience developing strategies that influence leadership decisions at the organizational level