Sr. Partner Development Manager

6 months ago

Toronto, Canada Amazon Web Services Canada, Inc. Full time
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 Technology Partners and/or Global Independent Software Vendors (ISVs). As a 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.

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 skill set 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.

Key job responsibilities
Responsibilities will include managing strategic relationships with our key US ISVs to help them grow their business in Canada. Drive C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business relationships, and driving partner plans with each assigned partner, you will be responsible for increasing top line revenue growth and overall market adoption of these ISV solutions running on AWS. The ideal candidate will possess both a partner background that enables them to drive successful partnerships, engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and AWS sales/field reps. He/she 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. The candidate must have driven complex campaigns and partner sales. The position also requires a strong technical acumen, along with working knowledge of the enterprise ISVs and IT landscape.

Responsibilities
•Manage and work with a select group of new and existing 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
•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

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Affinity Groups, inspire us to never stop embracing our uniqueness.

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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Hybrid Work
We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face. Our team affords engineers options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices.

BASIC QUALIFICATIONS

- 6+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- 6+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience
- Channel Business Development and/or Co-Sell Partnering Experience

PREFERRED QUALIFICATIONS

- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements

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