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

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

Job  | Amazon Web Services, Inc.

AWS is the leading cloud provider, delivering virtualized infrastructure, storage, networking, messaging, and other services to customers worldwide. AWS operates at massive scale in a globally distributed environment. Businesses, educational institutions and governments rely on AWS for secure cloud services and solutions.

As an Senior Manager for Global Defense Partners (GDP) you will deliver on our strategy to build mind share of AWS in WWPS public sector to grow adoption of cloud-based solutions. You will establish and maintain C-level, sales, and product relationships with a set of strategic Defense Industrial Base Partners (DIB). By building and growing business and technical relationships and managing day-to-day interactions with these accounts, you will drive top-line revenue growth and overall market adoption.

The ideal candidate will possess both a business background that enables engagement at the CXO level and a sales background that enables interaction with enterprise customers and sales executives. The candidate should have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. A strong technical acumen and working knowledge of defense partners and global lines of business and enterprise organizations are required.

This position requires that the candidate be a US Citizen and obtain and maintain an active TS/SCI security clearance.

• Establish a business development plan for a territory of DIB customers with the goal of growing their adoption and usage of AWS, including developing detailed account plans to track revenue growth and mission outcomes.
• Execute the plan while coordinating with internal stakeholders (e.g., direct teams, pricing, PR, legal, enablement).
• Set and manage revenue targets with internal and external stakeholders.
• Build deep relationships with the DIB Partners, managing the relationship at a global level and understanding their business and mission priorities.
• Drive business development initiatives with partners to help them adopt AWS for key solutions and ensure AWS is their preferred platform.
• Provide technical and architectural resources to assist in AWS adoption and 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 partners’ enterprise and mission outcomes, working with the internal development team to guide product direction.
• Prepare and deliver business reviews to the senior management team.
• Manage complex contract negotiations and liaise with the legal group.

• 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
• 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 business 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 identifying, developing, negotiating, and closing large-scale technology projects with enterprise accounts
• 10+ years of experience creating and implementing long-term transformational account strategies in a customer-facing role
• Demonstrated ability to work across cross-functional teams to deliver large, complex IT solutions
• Effective written and oral communication with multiple levels of leadership involving both business and technical sides of the business
• 2+ years working with/in the public sector, optimally engaging with federal or state & local government agencies

Amazon is an equal opportunity employer and does not discriminate on the basis of…