The role establishes and maintains C-level, sales, and product relationships with strategic ISV partners to drive AWS services revenue with AWS account teams and customers. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these partners, PSM is responsible for creating and closing opportunities with customers that drive top line AWS revenue growth and overall market adoption with AWS customers. The individual will be familiar with and help in the creation of GTM programs, will effectively leverage other AWS resources to help in the co-selling process, and will engage directly with the AWS and Partner sales teams to drive field enablement, field alignment and incremental joint opportunities. PSM owns the overall GTM co-selling goal including AWS-sourced opportunities, will be measured on incremental revenue through their assigned partner, and will be responsible for managing the opportunity pipeline health and reporting metrics.
Key job responsibilities
Key Responsibilities:
•Define and execute a plan to help our most strategic technology partners transform and grow their businesses on AWS.
•Orchestrate different resources within the AWS organization to support co-selling and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success.
•Collaborate with sales and partner teams to qualify, develop, and execute campaigns to generate new business opportunities for the International Organizations (IO) business.
•Be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
•Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between your ISV partners and the AWS field organizations.
•Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’ sales cycle stages. Hold business reviews with both ISV and AWS sales teams to identify best practices and lessons to be learned.
•Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals.
•Create a strategic partner development plan for target partners and customers, and ensure it's in line with the IO team’s overall strategy. This includes developing detailed account plans to manage and track the progress of each ISV solution provider and achievement against partner goals.
•Engage assigned partners field sales organization, channels and end customers to create and drive revenue opportunities for AWS.
About the team
About AWS
Diverse Experiences
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.
Why AWS?
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Inclusive Team Culture
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Mentorship & Career Growth
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Work/Life Balance
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BASIC QUALIFICATIONS
- 5 years Partner Channel experience
- Degree or relevant professional or military experience
- Strong strategic, sales and c-level customer relationship skills
PREFERRED QUALIFICATIONS
- MBA or relevant masters degree
- French language skills