Partner Account Manager, WWPS Global GSIs

Partner Account Manager, WWPS Global GSIs

Job :  | Amazon Web Services, Inc.

Would you like to own building the future for a leader in the Cloud Computing business in the Public Sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with a key Public Sector systems integrator (SI) who is reinventing their IT strategy by adopting and delivering cloud computing solutions?

Do you have the business development experience necessary to help further establish Amazon as a leading cloud platform provider?

You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams.

Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.

In this role, you will establish deep business relationships in the US with the AWS partner through your knowledge of the partner’s strengths and capabilities and their Public Sector customer base. You will have day-to-day interactions with our partner in support of Public Sector customers. Effectively developing and managing this SI will require that you establish deep business relationships through your knowledge of the Public Sector industry and customer requirements.

Through these relationships, you will be responsible for growing internal adoption of AWS. You will also work very closely with the AWS Partner team to drive joint sales engagement, as well as strategically plan for development of future opportunities and pursuits.

This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.

• Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
• Manage a large Systems Integrator (SI), developing and advancing relationships and growing AWS revenue through this partner.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Understand and navigate Public Sector contracting vehicles and procedures.
• Set a strategic sales plan for your target market and ensure it's in line with the AWS strategic direction.
• Understand the technical considerations and certifications specific to the Public Sector.
• Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
• Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
• Manage complex contract negotiations and liaison with the legal group.
• Deep understanding of the partner’s capabilities and solutions that will delight customers.
• Work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), Solutions PAM and Partner Marketing to develop and drive new AWS revenue opportunities.

The SI US PAM is an individual contributor role but will be responsible for the business leadership with a top Systems Integrator (GSI) partner of the AWS Worldwide Public Sector (WWPS) business. You will define a CXO relationship strategy, including engaging with AWS senior leaders for executive sponsor ships, coordinating executive business reviews, and developing sales opportunity for partner offerings and solutions.

You will build and maintain key relationships, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline & deliver results.

• 6+ years of sales or sales management in infrastructure or cloud…