Sr. Mgr. Global Partner Account Management, Global Defense Partners

Job Overview

Amazon Web Services (AWS) is the leading cloud provider, providing virtualized infrastructure, storage, networking, messaging, and many other services to customers all over the world. AWS runs a globally distributed environment, operating at massive levels of scale. Businesses, educational institutions and governments depend on AWS for secure cloud services and solutions.

• Establish a business development plan for a territory of DIB customers with the goal of growing their adoption and usage of AWS. This includes developing detailed account plans to track revenue growth and mission outcomes.
• Execute this plan while working with key internal stakeholders (e.g. direct teams, pricing, PR, legal, enablement, etc.).
• Set and manage revenue targets working with key stakeholders both internally and externally.
• Build deep relationships with the DIB Partners managing the relationship at a global level fully understand their business and mission priorities.
• Drive business development initiatives with your Partner to help them adopt AWS for key solutions and ensure that AWS is their preferred platform.
• Provide technical and architectural resources to assist in the adoption of AWS and their delivery of capabilities to market.
• Manage the team to build and close a pipeline of business against stated financial targets.
• Understand the technical requirements of your partners enterprise and mission outcomes working closely with the internal development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team.
• Manage complex contract negotiations and serve as a liaison to the legal group.

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.

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.

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.

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.

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.

• Bachelor's degree in a relevant field or equivalent work experience
• 7+ years of technical/IT related sales with medium to large software vendors/customers experience
• 10+ years of management experience
• Experience working with technology customers, such as software providers
• Experience with cloud computing technologies
• Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Experience in cross functional selling (architect, sales engineer, professional services, partner, and ISV)
• AWS Cloud Practitioner certification
• 10+ years of technology related sales, business development or equivalent experience
• 10+ years of experience with identifying, developing, negotiating, and closing large-scale technology projects with enterprise accounts
• 10+ years of experience creating and implementing…