Sr. Partner Development Manager, Security ISVs, Partner Organization

Overview

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is searching for a world class candidate to manage an elite portfolio of strategic AWS technology partners focused on the Container ecosystem. The role involves leveraging these partners to help deliver on AWS’ strategy to drive enterprise adoption of the AWS cloud computing platform, which includes Amazon S3, Amazon EC2, Amazon SimpleDB, Amazon RDS and many more cloud services.

Driving C-level and field relationships with partners and AWS sales field, guiding the development and launch of joint solutions, and executing joint GTM plans globally. Managing partner interactions to drive revenue growth and market adoption.

• Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology integration, marketing and business development initiatives.
• Serve as a key member of the AWS alliance team in helping to define and deliver our go‑to‑market strategy with container partners.
• Ensure that there is a strategic business development plan for target markets and ensure it is in line with the AWS strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.
• Set and manage business development and sales targets and work with your team, each partner and AWS sales organizations to achieve/exceed goals.
• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Ensure that AWS is each partner’s preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Have working experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews to the senior management team.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).

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.

Amazon 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 path is unique, we want to hear from you.

• 5+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• 5+ years of developing, negotiating and executing business agreements experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Bachelor's degree
• Experience presenting to both technical and non‑technical executive audiences
• Experience leading complex, multi‑year initiatives that may be cross‑functional and/or span business and technology

• Experience interpreting data and making business recommendations across leadership and cross‑functional teams
• Experience using analytical tools for workforce metrics and reporting

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants:
Job duties for this position include: working safely and cooperatively with other employees, supervisors, and staff; adhering to standards of excellence despite stressful conditions; communicating effectively and…