Partner Development Manager AWS
Downers Grove, IL
Responsible for strategic partner engagement with Amazon Web Services (AWS) as well as the execution of Company's GTM proposition with AWS in the US. Company's Hyperscale Cloud (HSC) team is a practice area within Company focused entirely on the delivery, architecture, and automation required to run webscale, mission-critical applications on Amazon Web Services (AWS). The HSC team works in an incubator like fashion with a team of people maniacally focused on the acceleration of our Hyperscale Cloud initiative.
Company is seeking a Partner Development Manager to help develop market and partner awareness of Company as an AWS Managed Service Provider, build a strategic relationship with AWS and to collaborate with the partner and sales organizations to generate hyperscale cloud opportunities.
The main objectives of the Partner Development Manager are:
Establish & manage the partnership and multiple professional relationships with key personnel at AWS in the United States.
Create advantageous positioning for Company's catalog of enterprise services via formal and informal channels within the AWS partner program.
Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Proactively assess, clarify, and validate joint sales & marketing opportunities or GTM opportunities on an ongoing basis.
Manage potential channel conflict between AWS and Company sales organizations by fostering a formalized communication engagement model that will ensure strict adherence to mutually agreed upon channel rules of engagement.
Coordinate the involvement of Company associates, including various support, service, and management resources, in order to meet AWS partner performance objectives and expectations.
Support solution development efforts while coordinating the involvement of all necessary company and AWS resources.
Ensure compliance with partner agreements.
Drive adoption of AWS programs within Company.
Identify key growth opportunities aligned to AWS' growth strategies in US
Create and execute a Regional Partner Development Plan in line with the overall Company AWS development plan and company strategy that enables Company to be go to partner for AWS Managed Services
Proactively recruit and manage peripheral partner relationships with complimentary partners for sell with/through opportunity.
Roles & Responsibilities:
Proactively develop and manage existing AWS relationship, including penetration into AWS client facing teams and sr. leadership in the US.
Identify and secure opportunities to promote Company's value through established, emerging, and informal partner alignment with AWS.
Identify specific regional business development campaign opportunities that can align to AWS strategy, client business challenges, industry verticals or technology services that allows Company to articulate compelling value propositions for partnering but are also aligned to the Company Global AWS Development plan
Maintain local training and events calendar from AWS and keep Company associates/teams up to date with opportunities for development
Collaborate closely with local marketing, sales teams, and other teams to drive opportunity and awareness of programmes and incentives as directed
Work closely with Company local sales management and team on opportunity pipeline, and support as needed, including partnering with AWS sales and services teams on respective opportunities
Proactively master and manage AWS Partner resources into sales teams such as proof of concepts' and new service adoption
Support and partner with marketing via both hands on and thought leadership enablement for Summit events as well as re:Invent
Networking, Intelligence and support at Industry and Partner Events
Weekly reporting on progress, dealflow and partner engagement opportunities
Structured meetings with both AWS and internal partners and sponsors to drive inherent value to Company and AWS.
MBA preferred and/or equivalent experience
Strong leadership skills with ability to operate in a virtual team structure
Excellent understanding of business as it relates to the cloud computing industries
Experience and relationships within the AWS community
Minimum ten years of channel sales experience in a business-to-business sales environment
Significant Partner management or business development experience in the information technology industry
Strong relationship building skills
Ability to collaborate effectively with internal and external teams
Good technical acumen, with a demonstrated track record of cloud services/AWS experience preferred
Excellent verbal and written communication skills
Employment Type: Permanent
Work Hours: Full Time
Pay: $130,000 to $150,000 USD
Pay Period: Annual
Other Pay Info: Bonus
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