Asean Partner Development Manager - Global System Integrators

Job description

DESCRIPTION

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for world class candidates to lead and manage a strategic consulting partner. Do you have the business knowledge and industry expertise necessary to position Amazon as the preferred technology platform of the future?

As a Partner Development Manager, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of Amazon's web services across AWS's most strategic customers and community members.

You will drive sales execution with the strategic consulting partner by teaming with AWS field leaders across APAC. This requires driving executive and field relationships with the Consulting Partner, customers and the AWS leadership team. You will be responsible for driving top line revenue growth via partner led and supported opportunities and you will work with the partner to source new engagements within these strategic accounts. You will work with the global and regional Partner Development Managers and broader Amazon Partner Network (APN) Segment teams to identify and engage partners who include strategic ISVs and Service Providers focused on dozens of solution areas including Advanced Analytics, Business Applications, Big Data, IoT, Migration, Managed Services, Digital Transformation and Industry Verticals. The ideal candidate will possess both a strong sales background that enables them to engage at the CXO level, as well as a solid technical sales background that empowers them to easily interact with technical leaders within and outside of AWS. He/she 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. ­­

Roles & Responsibilities:
· Work with AWS Territory sales managers to define and execute joint sales and go to market programs in collaboration with the Consulting Partner's teams.
· Co-sell and drive joint targeted sales engagements between the partner and AWS territory sales teams to generate new pipeline and close sales opportunities.
· Engage the Consulting Partner's field sales, advisory, offering and cross-functional organizations, and customers to create and drive offering development and incremental revenue opportunities for AWS.
· Build out targeted go to market plans to improve AWS penetration in specific partner verticals including insurance and work with internal teams to develop Account Based Marketing (ABM) initiatives to generate demand.
· Serve as a key member of the APN Partner Development team in helping to define and deliver the joint solution set and supporting collateral.
· Set a strategic joint business development plan for target ASEAN markets and ensure it is in line with the AWS strategic direction.
· Execute the strategic business development plan while working with key internal stakeholders (e.g. marketing, service teams, legal, support, etc.).
· Identify specific customer segments, markets and industry verticals to approach with a joint value proposition for using AWS.
· Understand the technical requirements of our partners and work closely with the internal development team to guide the direction of our product offerings.

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Desired profile

BASIC QUALIFICATIONS

· The right person will possess 10+ years of sales, business development and/or partner management experience with 3-5 years of experience working with Global System Integrators (GSIs)
· Proven ability to identify and support 3rd party offering development
· Experience working effectively across different sales, business development and technical teams, bringing together a cross functional team to deliver results
· Demonstrated experience working across the ASEAN region
· Consistently exceeds quota and key performance metrics
· Demonstrated ability to engage and influence C-level executives
· Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
· Experience working within the Infrastructure as a Service (IaaS) category is highly desired
· Proven experience driving revenue through partners with structured programs
· Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations