Senior GSI Partner Manager, Defence, WWPS Partners, UKGI & EMEA

Description

Would you like to build the future for a leader in cloud computing across the UK and EMEA Public Sector? Would you like to be part of a team increasing adoption of Amazon Web Services (AWS) by leading the go-to-market sales for one of our top Global Systems Integrator (GSI) partners? Are you self-motivated, focused on long-term relationships, and a customer-first salesperson?

Do you have sales and business development experience in UK Defence & National Security, a Cloud / AI technical background, and relationships with System Integrators? As a Partner Account Manager (PAM), you will work with a strategic GSI partner to create and lead joint sales campaigns for AWS Worldwide Public Sector (WWPS) that align to AWS strategic initiatives and your partner’s market leadership.

Based in the UK, you will focus on UK Defence & National Security, extending to NATO. You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market - creating pipeline through new joint offerings, solutions, and strategic initiatives. The ideal candidate brings a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical stakeholders, and with customer account teams.

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

Security clearance:
This role requires the successful candidate to be a UK national and to currently hold active UK Security Check (SC) clearance as a minimum;
Developed Vetting (DV) is desirable

The Partner Account Manager (PAM) is an individual contributor role responsible for regional business leadership with a top GSI partner of the AWS Worldwide Public Sector (WWPS) business. You will define a CxO relationship strategy, including engaging AWS senior leaders for executive sponsorship, coordinating executive business reviews, and developing sales opportunities for partner offerings and solutions. You will build and maintain key relationships, advance key sales opportunities, and work with the team of Account Managers and Partner Success Managers to manage the sales pipeline and deliver results.

• Drive revenue growth and end-customer adoption across UK Defence & National Security, extending to NATO.
• Work closely with AWS Account Executives, Solution Architects, Industry/Technology SMEs, and Partner Marketing to develop and drive new AWS revenue opportunities.
• Cultivate sales and partner relationships and execute sales campaigns with the long-term interests of AWS, your GSI partner, and the end customer at the forefront.
• Advise on AWS investments, industry prioritisation, and strategic initiatives based on market growth potential.
• Create and execute Joint Partner Sales Plans to accelerate AWS revenue, target new markets, and ensure alignment with AWS strategic direction.
• Use AWS mechanisms to achieve sales results, iterate improvements, and lead an extended team in a space that operates like a start-up.
• Communicate partner capabilities and successes to AWS field sales, solutions architects, and business development teams.
• Prepare and deliver periodic business reviews to the AWS senior management team.

• Experience building strategic relationships with stakeholders, including communicating and collaborating across teams and functions
• Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
• Experience in large complex deal negotiations with a successful track record
• This role requires the successful candidate to be a UK national and to obtain and maintain a UK Security Check (SC) clearance as a minimum

• Eligibility and willingness to obtain and maintain UK Developed Vetting (DV) is desirable

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