As a Partner Sales 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 our fast growing and dynamic Enterprise Segment.
In the role, you will establish and maintain C-level, sales, and product relationships with strategic consulting GSI/SI partners as well as leading co sell with our ISV technology 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 you to engage at the CXO level, as well as a sales background that enables you to easily interact with enterprise customers and sales executives to support both AWS and AWS Partner's 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. You 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 Cloud acumen, along with working knowledge of software architecture and the Generative AI and Agentic AI Enterprise software landscape.
Key job responsibilities
Drive revenue and market share in a defined territory within our ISV customer segment, including with multiple account teams and partners with defined revenue and win targets
Meet or exceed quarterly revenue targets by helping GSI, SI and ISV partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
Build deep relationships with customers and strategic partner(s) appropriate to your territory to fully understand their business, solutions and technical needs
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
Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources)
Develop long-term strategic co-selling and customer-centric relationships with key strategic GSI, SI and ISV partners
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Create & articulate compelling value propositions around AWS services and solutions to customers and partners specific to the Enterprise segment
Maintain a robust, accurate, and high velocity sales pipeline
Work with partners to extend reach & drive AWS adoption through avenues including AWS Marketplace, Migrations, and other workload adoption mechanisms (POCs, Innovation Workshops, EBAs, etc.)
Support consulting partners as they develop their solutions through formal AWS APN programs in partnership with GSI, and SI PDMs (and other AWS partner support resources)
Ensure customer and partner satisfaction in the context of partner engagement, impact, and quality of outcome results
Provide access to and enlist support from technical and architectural resources to assist your partners in customer engagements and their delivery of solutions to market, including assisting them with ISV partnerships
Drive business development initiatives in your territory in partnership with Partner Development resources, Marketing, and Specialist teams to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform
Manage contract negotiations and AWS funding programs including investments, approvals, and escalations
Basic qualifications
5+ years of full sales cycle, technology sales or equivalent business development experience
3+ years of direct field experience selling software or cloud solutions experience
Experience working with partners through account, product or program management and business development engagements
Experience communicating results to senior leadership
Bachelor's degree or equivalent, or experience in sales
Preferred qualifications
AWS Cloud Practitioner certification
Experience working within the enterprise software development industry
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. As a total compensation company, Amazon's package may include other elements such as sign-on payments, restricted stock units (RSUs), and sales incentives (where applicable). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.
CAN, ON, Toronto - 91,600.00 - 153,100.00 CAD annually
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