Partner Manager

8-10+ years of experience with partner/business development, enterprise sales, and/or program/product management experience with a focus on education customers and systems integrators.
- Relevant experience with technology platform sales with an understanding of government IT, data centers, and cloud adoption.
- Relevant experience with government technology capture, procurement, and contracting processes
- Deep knowledge of Brazilian public acquisition laws & processes)
- Strong track record for managing sales accounts and territories (meeting and exceeding quota).
- Relevant experience developing, enabling and supporting System Integrators.
- Fluent in English
- Experience developing an indirect sales channel, growing partner competencies, and delivering sell-through revenue.
Job summary
As a Partner Manager, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions. In the role, you will establish and maintain 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 accounts, you will be responsible for creating and closing opportunities with partners that drive top line AWS revenue growth and overall market adoption with AWS customers.
You will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and sales executives to support the AWS and SI sales processes.
You 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. He/she should be a self-starter who is prepared to develop and execute against partner account plans and a territory coverage plan and consistently deliver on revenue
targets. The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape.
Key job responsibilities
1. Drive revenue and market share with multiple account teams and partners and/or with a list of strategic Global ISV Partners
2. Meet or exceed quarterly revenue targets by helping ISV partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
3. Build relationships with customers and strategic ISV partner(s) to fully understand their business, solutions and technical needs
4. Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals
5. Execute this plan while working with key internal stakeholders
6. Develop long-term strategic relationships with key strategic partners
7. Create & articulate compelling value propositions around AWS services to partners.
8. Work with partners to extend reach & drive AWS adoption
9. Support consulting partners as they develop their solutions through formal AWS
APN programs in partnership with Global ISVs
10. Provide technical and architectural resources to assist your partners in customer
engagements and their delivery of solutions to market.
11. Prepare and give business reviews to AWS and ISV senior management teams
12. Manage contract negotiations and AWS funding programs
About the team
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon's culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
- Ability to drive strategic technology discussions at multiple levels with partners and customers.
- Established network within the partners.
- Understanding of compliance requirements of highly regulated customers in the government market.
- Ability to lead executive level meetings understanding the audience and the ability to conduct EBC type activities.
- Ability to author original text including detailed sales forecasts and strategy planning documents.
- Experience using Salesforce (reports and CRM).
- Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges.
- Familiarity with Software as a Service or other cloud-based technologies
- Strong presentation and writing skills and the ability to articulate complex concepts to cross-functional audiences.
- Meets/exceeds Amazon

---