Partner Manager

Relevant 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 education technology capture, procurement, and contracting 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
Would you like to own building the future for a leader in the Cloud Computing business in Financial Services and Utilities? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with key systems integrators (SI) and solutions providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions? Do you have the business savvy, Financial Services (FSI) and Utilities (UTL) business development experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider?
As an AWS Partner Manager, you will have the exciting opportunity to help shape and deliver on a strategy to build mind-share and adoption of Amazon Web Services in education market. Your mission will be to develop AWS awareness and adoption, build AWS competency, and drive sell-through engagements with a targeted set of large systems integrators.
Key job responsibilities
- Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
- Own Large FSI and UTL Sector System Integrator relationships.
- Manage a territory of a number of large systems integrators, developing and advancing relationships and growing AWS revenue to and through these partners.
- Maintain an accurate and robust System Integrator pipeline and forecast
- Understand and navigate contracting vehicles and procedures.
- Set a strategic sales plan for your target markets and ensure it's in line with the AWS strategic direction.
- Understand technical considerations and certifications
- Execute strategic sales & business development plan while working with internal stakeholders
- Identify specific partners to approach while communicating specific value proposition for their business.
- Work closely with AWS sales teams to build relationships with SIs in your territory and foster joint pursuits.
- Understand technical requirements of our customers and work closely with internal development team to guide the direction of our product offerings.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
- Manage complex contract negotiations and liaison with the legal group.
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 FSI and UTL partners and acquisition space.
- Understanding of compliance requirements of highly regulated customers in the FSI and UTL markets.
- 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.
- Meets/exceeds Amazon's leadership principles requirements for this role
- Meets/exceeds Amazon's functional/technical depth and complexity for this role

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