19 Oct
AWS EMEA SARL (UK Branch)
London
Job 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 our partnerships with the leading APN partners.
Do you have the business savvy and industry expertise necessary to position Amazon as the technology platform of the future?
You will work directly with partners to drive exponential growth through the development of their practice areas, skill sets, and go-to-market with AWS.
As a Senior Business Development Manager within Global Services Partner Initiatives, you will collaborate with cross functional teams to develop and execute on a strategic partner practice plan;
inclusive of marketing, enablement and partner solution demand from aligned customers. You will be responsible for driving Global Services partner sales revenue in aligned territory through go to market creation, demand generation, pipeline creation, co-selling with partners, regular partner pipeline management, opportunity registration and business reviews.
You will be advising internal teams on the value of partners, how to best engage partners, and recommending the most relevant partners for specific customer Professional Services opportunities.
You will serve as the partner subject matter expert, developing and growing field relationships between partners, customers and the broader Global Services organization.
You will be managing Global Services go to market execution with partners, utilizing Global Services relevant partner programs, partner opportunity tracking and ensure cross functional team (AWS Partner Teams and AWS Sales Teams)
alignment to ensure partners are delivering technically validated and quality customer solutions.
This role will also be responsible for collaborating with Global Services leaders to aggregate data in response to field demand and develop relevant offers with partners with established goals.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success.
AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Key job responsibilities
Work with AWS Global Services Area Leaders, account teams and partners to define and execute joint sales and go to market programs to drive incremental revenue for Global Services.
Have a holistic view of the Partner Community in a local market, a deep understanding of the partner capabilities and solutions that will meet customer demand.
Identify, manage and drive Go To Market opportunities between partners and AWS.
Serve as a key member of the business development team in helping to define and deliver the joint solution set and supporting collateral for industry and service campaigns.
Engage the partner’s field sales organization, channels, and end customers to create and drive revenue opportunities for AWS.
Set a strategic business development plan for target market segments and ensure it is in-line with the AWS strategic direction.
Expand existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
Position AWS for internal use by the partner organization.
Ensure that AWS is the partner’s preferred cloud computing platform across all product lines.
Understand the technical and capability requirements of our partners and work closely with the internal development team to guide the direction of our product offerings.
Understand, use, and advocate for the use of salesforce.com and other internal Amazon systems.
Prepare and give business reviews to the senior executive management team.
Participate in complex contract negotiations and serve as a liaison to operational and legal teams.
Be a trusted member of the Global Services sales team in the assigned district(s) to own deal execution with partners, leveraging Partner programs, and coaching partners on best practices.
A day in the life
By establishing and growing business and technical relationships, and managing the day-to-day interactions with partners, you will be responsible for driving top line revenue growth, partner capability development, major strategic agreements, and overall end customer adoption across all market segments.
The ideal candidate will possess the business background that enables them to engage at the CXO level,
the channel experience to understand the needs and capabilities of their partner, and the sales background needed to easily interact with customers and sales / field reps.
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.
About the team
Diverse Experiences
Amazon 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
Amazon Web Services (AWS)
is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work / Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture.
When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences.
Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
We are open to hiring candidates to work out of one of the following locations :
London, GBR
BASIC QUALIFICATIONS
- Bachelor's degree
- Experience in developing, negotiating and executing business agreements
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations