Sr. Partner Development Manager, CMT, US Consulting Partners

About the role

The Amazon Web Services (AWS) North American Partner Development organization is looking for an experienced Partner Development Manager (PDM) to join our fast-paced team to work with our consulting partners and help customers solve their business problems in the Communications, Telco, and Media (CMT) industry across the USA. As a PDM, you will have the exciting opportunity to drive partner solution sales into AWS's CMT customers. This role requires CMT experience either working with companies in the industry or selling to companies in the industry and being able to have executive level discussions with CMT clients and partners and able to articulate business outcomes aligned with key industry initiatives. Must have the ability to understand major changes happening in the CMT industry enabled by technology changes.

Key job responsibilities

• Set and implement a business development plan and drive opportunity pipeline with consulting partners for CMT accounts and ensure it's in line with the AWS strategic direction.
• Drive incremental CMT revenue through large, complex engagements by navigating the interests and initiatives of cross-functional teams (Sales, Technical, ProServe, Business Development) to create and execute on partner business plans and achieve sales goals.
• Own CMT partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs.
• Demonstrate ability to develop CMT initiatives that drive the creation of opportunities with partner's field sales organization and accelerate opportunities to a successful business outcome.
• Influence a customer's and partner's strategic decision-making and planning for complex business areas by using data to provide advice and, at times, propose disruptive ideas.
• Understand and leverage Salesforce.com and other internal Amazon systems, including AI to efficiently manage opportunities and pipeline.
• Manage complex contract negotiations with partner, AWS sales teams and customer.
• Takes smart risks and establishes priorities.
• Effectively communicates, teaches, and tailors detailed knowledge to all levels of audiences, and through established relationships, fosters constructive dialogue, harmonizes conflicting views, and leads the resolution of issues.

A day in the life

The PDM is an essential contributor to the account planning process, advising on aspects related to partner engagement and solution development. Serving as an integral stakeholder, the PDM participates in sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews. PDMs collaborate across Consulting Partners to build comprehensive partner plans, which are then integrated into customer account plans to drive incremental opportunities.

About the team

The NAMER Consulting Partner Team covers all Global SIs.

Basic qualifications

• 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years of developing, negotiating and executing business agreements experience.
• Experience presenting to both technical and non-technical executive audiences.
• Bachelor's degree in a relevant field or equivalent work experience.
• 5+ years of experience working with System Integrators, consulting firms, or technology services organizations.

Preferred qualifications

• Experience interpreting data and making business recommendations across leadership and cross-functional teams.
• Experience using analytical tools for workforce metrics and reporting.
• Experience working in the Communications, Telco, or Media (CMT) industries.