ISV GTM Partner Manager, Global Startup Team, AMER Startup Partner Team

Description

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 a world class candidate for an exciting new role at AWS as a Startup GTM PDM focused on US based startups. This role will support the overall success of the Strategic Technology Partner program in AWS Channels and Alliances, driving joint GTM (Go To Market) success for a portfolio of Amazon’s most strategic technology ISV partners.

This position is fast paced, rich opportunity for someone to take their experience to the next level. As a Startup GTM PDM you will hold a holistic view of the business generated by your partners and will work across both the Strategic Technology Partner team and AWS field commercial sales to enhance and grow partner-related AWS revenue.

You will become key point of contact for a portfolio of EMEA based ISVs selling into the US. You will earn trust through demonstrations of a deep understanding for their business issues and concerns, displaying competence in various business management disciplines and helping your partners build a successful and sustainable business delivering end customer solutions that incorporate the AWS cloud platform and services.

You will drive towards end-customer value that results in business growth to both ISVs and AWS by being partner-centric in all activities, serving as a leader and advocate for them within AWS, and accurately representing AWS within the partner’s organization. This role is unique from other roles in AWS in its overall focus on establishing and maintaining the GTM and co-selling execution plan with a set of ISV partners, and helping ensure that joint business growth metrics are set, met or exceeded.

• Orchestrate different resources within the AWS organization to support ISV partner GTM and co-sell activities and create/maintain a long-term, scalable joint GTM model that drives partner and customer success

• Be the “Go To” resource for ensuring key high-profile joint sales opportunities are sourced, developed and closed

• Maintain joint AWS/partner business plans, establishing clear, mutual commitments around co-selling. Review this plan in clear, periodic Business Reviews with partner and AWS stakeholders to monitor progress and establish corrective actions as needed

• Drive program execution across activities involved in the completion of commitments and goals established in the Business Plan, including coordination of AWS’s investments, lead generation-related activities, training and readiness, and join sales activities between your ISV partners and the AWS field organizations. Constantly maintain a clear view of the return on mutual investments

• Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’s adoption of solution stages. Hold reviews (for large opportunities) with both ISV and AWS Account Management teams to identify best practices to leverage and lessons to be learned

• Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

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…