DESCRIPTION

Global Partner Development Manager - Strategic Pursuits

Amazon Web Services (AWS) is looking for a world class partner and sales leader to identify, manage, and execute some of the largest, most complex and high impact joint opportunities with one of AWS's strategic Global System Integrator (GSI) partners during the solution and pursuit stages. This includes managing relationships and negotiations for partnership deals which are unconventional in nature, need a central advocate, and/or require unique investments and commercial frameworks. This role is a trusted advisor for our partner and includes all aspects of business development, deal structuring, deal support and deal closure. You will interact with senior leaders at AWS and as a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through this Global System Integrator (GSI) and their customers globally.

Responsibilities will include driving C-level and field relationships with your partner and with the AWS sales field, and executing joint GTM plans globally. You will be responsible for driving top line revenue growth and overall market adoption of the partner solutions in the largest enterprise accounts by establishing and growing business and technical relationships while managing the day-to-day partner interactions. We are seeking someone who is innovative, creative, analytical, technical and can think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. The ideal candidate will be passionate about solving complex problems, can work effectively with senior cross-functional teams and thrive in a fast-paced setting that is constantly evolving. Proving you are an effective negotiator possessing cloud knowledge is a critical part of this job.

Key Responsibilities:
• Support a Partner-led strategy that can evolve into a broad framework for entering into strategic partnerships and alliances establishing AWS as the partner's preferred cloud computing platform
• Engage the GSI's field sales organizations, channels and end customers to create and drive revenue opportunities for AWS
• Evangelizing the GSI's value proposition internally throughout AWS and externally with customers
• Take the lead to identify, evaluate, negotiate, and manage opportunities that represent significant revenue to AWS and the GSI
• Ability to assess technical and commercial feasibility for the partner and AWS
• Evaluate the economic and strategic cost-benefit of partnerships
• Manage complex contract negotiations that include cross functional teams from Product, Operations, Engineering, Legal, Finance, Tax, Accounting, and senior management to gain support, approvals and to execute on the opportunities.
• Develop best practices to foster, manage, and track opportunities
• Recommend investments in key strategic offerings and market segments
• Prepare and give business reviews to AWS and partner senior leaders
• Serve as a key member of the AWS partner GSI team helping to define and deliver the overall go-to-market strategy for this segment
• Up to 50% global travel

BASIC QUALIFICATIONS

• 10+ years of experience with GSIs and/or large enterprise sales and complex agreements
• 10+ years of business development, partner development, or alliances management experience
• Demonstrated ability to think strategically and creatively while applying sound business judgment and financial metrics
• Track record of success building a technology partner ecosystem with solutions or innovation programs
• Excellent written and verbal communication skills, including group leadership and executive presentations

PREFERRED QUALIFICATIONS

• MBA/MS a plus
• Knowledge of AWS services and technologies
• Business acumen, with a demonstrated track record of driving emerging/disruptive technologies
• End-to-end negotiation experience, including identifying, developing, and executing successful partnerships including strategic technology relationships.
• Interpersonal, presentation and writing skills and the ability to articulate complex concepts and influence others internally and externally.
• Meets/exceeds Amazon's leadership principles requirements for this role
• Meets/exceeds Amazon's functional/technical depth and complexity for this role

Amazon is an Equal Opportunity-Affirmative Action Employer - Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation/Age.