This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.
Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class candidates to develop relationships and manage the success of our Independent Software Vendors (ISVs). As an Expansion Partner Development Manager within AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform across AWS's most strategic business partners. Expansion PDMs in AMER are specifically focused on helping partners headquartered in EMEA scale Go to Market success in AMER.
We are always looking to improve and we also recognize there are many ways to lead and partner. We're looking for a Think Big leader with diversity in thought who can add to our company skillset by bringing their unique industry knowledge and creativity to our organization. At Amazon, we live our professional lives by the Leadership Principals. When we hire, we look for those who are Amazonian rather than for someone who fits an exact resume mold. To us, Diversity in thought and experience is a good thing. We are hiring for attitude and training for skill because we recognize success takes many paths. We are looking for someone who can help us create the next version of what it means to be a great partner to our ISVs and is passionate about customers. We will coach the right fit.
Key job responsibilities
Manage and work with a select group of partners to define and execute joint sales and Go to Market (GTM) programs
Engage assigned partners field sales organization, channels and end customers to create and drive revenue opportunities for AWS
Working with cross-functional teams to create and execute strategic business plans, team development, and marketing enabling a partner to meet their goals
Evangelize the partners solution and value proposition internally through AWS and externally with partners & customers as identified by the partner
Driving specific partner sales revenue through management of regular pipeline, opportunities, and business reviews with the partner and all internal stakeholders
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Work closely with the partner’s customer base to ensure they are successfully using AWS services
Establish AWS as the partner’s preferred cloud computing platform across all product and service lines
Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes
Prepare and give business reviews to the senior management team
Manage complex contract negotiations and serve as a liaison to the legal group.
A day in the life Work with Technology Partners, AWS field sellers, AWS Partner Marketing, and AWS Partner management to drive demand for the partner's solution, create, facilitate and orchestrate joint co-sell opportunities that drive revenue opportunities. Track opportunity progress, report on business results, regularly participate in account and pipeline review calls. Be ruthlessly aware of progress to pipeline, revenue and Marketplace goals. Prepare and give business reviews to stakeholders and management team. Create and execute operational rigor including partner management, account management, and business reviews (internal/external). Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.
About the team
Our mission is to drive co-sell revenue with technology partners. We are trusted advisors and facilitators of the full co-sell cycle with our partners and internal sellers. We help our partners and internal sales teams come together as #onesalesteam with a shared vision and strategy in target accounts to drive revenue growth for our partners and AWS. We liaison with other Amazon teams to ensure co-sell cycles stay on track and on time. We don’t just stop at executing co-sell cycles – we also work with our Partners to drive new Think Big initiatives. The team measures success by improving Builder/Partner/Customer experiences, achieving our pipeline and revenue goals, raising the visibility of our partnerships, driving AWS Marketplace adoption, and our own job satisfaction.
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?
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.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & 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.
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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.
Basic qualifications
6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
5+ years of developing, negotiating and executing business agreements experience
Experience explaining complex technical concepts to various business and technical audiences
Experience interpreting data and making business recommendations
Bachelor's degree in a relevant field or equivalent work experience
Preferred qualifications
Experience identifying, negotiating, and executing complex legal agreements
Experience influencing internal and external stakeholders
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts,
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