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.

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.

Key job responsibilities

The CMT PDM is responsible for driving a multi-faceted business partner strategy, working with the Partner PDM that impacts the overall sales and technical motions within an account. The PDM owns the CMT sales pipeline driven through partners, go-to-market (GTM) activities conducted by partners, growing partner sales revenue, educating AWS sales and customers on the partner community, and enabling partner-led customer solutions. You will help partners build the right proposal for customers based on AWS services and help them with available AWS funding options. You will also own GTM partner strategy, manage goals, grow business and technical relationships.

About the team

The NAMER Consulting Partner Team covers all Global SIs.

About AWS

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

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