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Manager, Partner Sales Canada
2 weeks ago
12+ years in technical/IT related sales with medium to large software vendors/customers
- 5+ years sales management experience
- Experience working with partners or working at a partner - either SI, GSI or ISV
- Technology background with cloud technology
As a manager on the Partner Sales team, you will have the exciting opportunity to support a number of partner sales managers in delivering on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions with our partner community. In the role, you will manage a team that establishes and maintains C-level, sales, and product relationships with strategic ISV, SI and GSI partners to drive AWS services revenue with AWS account teams and customers. You will coach the team in establishing and growing business and technical relationships, and managing the day-to-day interactions with customers and partners, and your team will be responsible for creating and closing opportunities that drive top line AWS revenue growth and overall market adoption with AWS customers.
Key job responsibilities
1. Drive revenue and market share across Canada with multiple sales teams and partners with a broad list of ISVs, SIs and GSIs with defined revenue and win targets
2. Meet or exceed annual revenue targets by helping partners originate and work with AWS and the partners sales teams to close opportunities that drive AWS revenue (SaaS, ISV Accelerate, Marketplace, AWS native services) and partner revenues with AWS prospects and customers.
3. Build deep relationships with partners and their leadership teams to fully understand their business, solutions and technical needs and to intersect that with AWS customer/industry opportunities.
4. Develop and execute against Canada’s partner strategy and annual plans supporting all sales teams nationally and all partners to drive achievement of revenue and win goals
5. Execute this plan while working with key internal stakeholders (e.g. sales leaders, specialist sales teams, services teams and BD, partner marketing and partner development resources)
6. Develop long-term strategic relationships with key strategic partners
7. Coach your team with the creation & articulation of compelling value propositions around AWS services to customers and partners
8. Manage, monitor and drive performance of the total partner pipeline across Canada
9. Work with partners to extend their reach & drive AWS adoption
10. Support partners as they develop their solutions through formal AWS APN programs in partnership with PDMs (and other resources)
11. Ensure customer and partner satisfaction
12. Provide technical and architectural resources to assist partners in customer engagements and their delivery of solutions to market, including assisting them with channel partners
13. Support your team of partner sales managers in driving business development initiatives in their territories in partnership with Partner Development resources and marketing and GTMS teams to help drive solutions built on AWS and ensure that AWS is their preferred platform
14. Prepare and give business reviews to AWS and partner executives.
15. Manage complex contract negotiations and serve as a liaison to the legal group.
Calgary, AB, CAN | Montreal, QC, CAN | Toronto, ON, CAN | Vancouver, BC, CAN
- AWS Certified Cloud Practitioner certification
- Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions
- Knowledge and relationships in the Canadian IT market and technology partners in the Canadian market
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status. If you would like to request an accommodation, please notify your Recruiter.
Amazon s’engage à créer un milieu de travail diversifié et inclusif. Amazon est un employeur qui offre à tous les mêmes opportunités et ne fait pas de discrimination fondée sur la race, l’origine nationale, le sexe, l’identité sexuelle, l’orientation sexuelle, le statut d’ancien combattant protégé, le handicap, l’âge ou autres statuts protégés par la loi. Les personnes handicapées qui souhaitent présenter une demande d’accommodement, sont invitées à aviser leur recruteur.
