Partner Account Manager

3 months ago

Canberra, Australia Amazon Web Services Australia Pty Ltd Full time

7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 10+ years of business development, partner development, sales or alliances management experience

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for an experienced Partner Development Manager to develop relationships and manage opportunities with our Partner Community specifically on opportunities within ACT (Federal, NatSec and State) Public Sector. As a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of the AWS cloud computing platform.
By establishing and growing business and technical relationships, along with managing the day-to-day interactions, you will be responsible for driving top line revenue growth and overall market adoption for and with the partners.
Key job responsibilities
- Execution of Federal and ACT Territory Partner strategy; owning the partnering relationships with key partners in Territory, driving sales execution, training and certifications, account team alignment and go to market support.
- Experience working with enterprise and mid-market partners and/or customers to develop and execute a partnering strategy, training, joint sales engagement and Go to Market (GTM) programs specifically selling to Public Sector end-users.
- Engage the partner field sales organization, channels and end customers to create and drive revenue opportunities that benefit the end-customer.
- Define a strategic Territory plan and ensure it's in line with the AWS strategic direction. This includes developing partner plans, approaches to new industries and market segments and establishing a process to track progress.
- Manage revenue targets and work with the partners and AWS sales organizations to exceed goals.
- Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS.
- Understand the partner’s technical requirements and work closely with the internal development team to guide the direction of AWS product offerings.
- Manage complex contract negotiations involving legal, marketing and business terms.

A day in the life
The Partner Development Manager is an entrepreneur that applies sales discipline balanced with strategic thinking. They are not afraid to roll their sleeves up to get the job done. They like to think big but able to operationalize ideas into actions that create impact for our Partners and ultimately customers. Working closely with technical, legal, business desk, partner operations, professional services, the direct sellers (to name a few) to bring the very best of AWS programs to support our partners to grow and deliver joint value for our customers.
About the team
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
- 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans

**Acknowledgement of country**:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
**IDE statement**:
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer, and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected attributes.

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