Sr. Channel BD Manager, Partner Core
About the Role
AWS Sales, Marketing, and Global Services (SMGS) drives revenue, adoption, and growth from small- and mid-market accounts to enterprise-level customers, including public sector. The AWS Global Support team interacts with leading companies, believing world-class support is critical to customer success. AWS Support partners with customers building mission-critical applications on AWS services.
As a Sr. Channel BD Manager, you will support programs including the AWS Solution Provider Program, Distribution Program, AWS Managed Service Provider (MSP) Program, and AWS Funding Programs. In this role, you will work directly with partners and Partner Development Managers (PDMs) to advocate for programs, support expansion efforts, drive custom and complex contract negotiations, and drive enablement plans across stakeholders to help AWS Channel Partners grow their AWS business. As a subject matter expert, you will drive feedback to the Operational Solution Provider team and product teams to drive improvements. This role requires the ability to converse across sales, finance, legal, and operational topics, and be a great communicator to partners and internal teams.
Key Job Responsibilities
- Lead and execute GTM to orchestrate campaigns and sales motions for Partner Sellers, Sales, Partner Managers, and Center of Excellence stakeholders to accelerate adoption of AWS Partner Network programs, including Solution Provider Program, Distribution Program, MSP, Funding Programs, and others.
- Independently own projects with cross-functional stakeholders, driving programs from ideation through implementation, including specific constructs for Channel Resellers covering enterprise deals.
- Review and triage strategic and complex Channel partner private pricing requests, interfacing with AWS stakeholders such as the Private Pricing Team to drive requests to closure.
- Contribute reporting and planning cadences to AWS executives on GTM plan execution.
- Leverage data analytics to capture and organize information on program trends, reporting monthly in leadership-level business reviews, and identify areas for improvement.
- Document programs' processes and collaborate cross-functionally to improve processes, tools, and templates to make it simple and easy for cross-functional business and program teams at all levels to deliver and meet the Amazon quality bar.
- Deliver partner-facing content related to Partner profitability; demonstrate thought leadership and credibly represent AWS at industry events, conferences, and summits.
Basic Qualifications
- 6+ years of developing, negotiating, and executing business agreements experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross-functional teams, building processes, and coordinating release schedules
- 7+ years of business development, partner development, sales, or alliances management experience
Preferred Qualifications
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
Pay
- USA, CA, San Francisco: $162,700.00 - $220,200.00 USD annually
- USA, NY, New York: $162,700.00 - $220,200.00 USD annually
- USA, WA, Seattle: $147,900.00 - $200,100.00 USD annually
Benefits
- Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and option for Supplemental life plans)
- Employee Assistance Program (EAP), Mental Health Support, Medical Advice Line
- Flexible Spending Accounts
- Adoption and Surrogacy Reimbursement coverage
- 401(k) matching
- Paid time off
- Parental leave
- Sign-on payments and restricted stock units (RSUs)