GSI Business Development Director

5 days ago

Sydney, New South Wales, Australia Amazon Full time
Job Description

The AWS Cloud Ecosystem Leader will be responsible for developing and executing strategies to build mind share and adoption of the AWS cloud computing platform with our strategic Global System Integrators (GSIs). This includes developing partnering strategies, training, and joint sales and Go-to-Market (GTM) programs with enterprise large partners.

The ideal candidate will have a strong background in sales and partner development, with experience working with enterprise large partners. They will possess excellent communication and interpersonal skills, with the ability to engage at the C-level and build strong relationships with key stakeholders.

This role offers a unique opportunity to think strategically about business, products, and technical challenges, and to build and convey compelling value propositions to drive top-line revenue growth and overall market adoption.

Main Responsibilities
  1. Develop and execute partnering strategies, training, and joint sales and GTM programs with enterprise large partners.
  2. Engage partner field sales organizations, channels, and end customers to create and drive revenue opportunities for both parties.
  3. Define strategic Partner Plans aligned with the AWS direction, establishing processes to track progress toward goals.
  4. Set and manage revenue targets, working with partners and AWS sales organizations to achieve/exceed goals.
  5. Identify customer segments and industry verticals to approach with joint value propositions for using AWS.
  6. Utilize CRM systems, data warehousing, and analytic tools to establish detailed metrics for tracking purposes.
  7. Deliver strategic business reviews to senior leadership teams.
  8. Negotiate complex contracts involving legal, marketing, and business terms.
Requirements
  • 10+ years of sales and/or partner development experience in the software/technology industry.
  • Demonstrated ability to engage and influence C-level executives.
  • Influence and manage internal and external stakeholders to work together for common goals.
  • Strong public speaking and writing skills, articulating complex concepts to cross-functional audiences.
  • Able to think creatively, develop unique joint value propositions, and product strategy within AWS and the partner's organization.

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