Partner Development Manager, Global Partners, Anz

4+ years of technology sales experience with a focus on field sales (quota-carrying)
- Experience working with partners in a co-sell model
- Demonstrated ability to develop & manage customer/partner relationships
- Experience in proactively growing partner relationships while expanding their understanding of the AWS partner program benefits, funding mechanisms and geo initiatives.
- Translate partner/customer business and technology priorities into technology solutions
- Experience in identifying, developing, negotiating, and closing technology related deals
- Experience in positioning and selling technology in new customers and new market segments
- Competence in developing and delivering presentations to diverse and large audiences
- Proven track record of consistent territory growth and quota achievement

Job summary

Passionate about cloud technologies and helping business understand how it can help them achieve their mission? AWS is where innovation, risks, and ideas are celebrated. We are builders, we try new things, and imagine big dreams. It is still Day 1 for us, and we are looking for curious and passionate people to be part of our diverse teams of thinkers, testers, and doers. Come join us and work with the latest cloud technologies that enable our customers to adopt cloud-based solutions.

As a Partner Development Manager you will thrive combining your sales and business acumen with your cloud knowledge. You will work closely with the Amazon Partner Network (APN) team, Field sales, Marketing and our strategic Global System Integrator partner to come up with creative ways to scale and grow our joint business success in ANZ. Partnering with stakeholders ranging from C-level executives to technical decision makers to help drive sales growth and customer outcomes.

Key job responsibilities
- Develop and execute against a territory & account-based sales plan with Global SI partner, that leads to the creation and maintenance of a robust sales pipeline including opportunities in existing accounts as well as driving net new business in untapped customers in a co-sell motion.
- Build a cohesive prospecting strategy that aligns Sales, Marketing, Demand Generation teams; negotiate and collaborate with cross-functional organizations
- Develop and execute a comprehensive Go-to-Market Strategy
- Expand existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
- Become a trusted member of the AWS & GSI field sales teams and drive deal execution leveraging Partner programs, and coaching partner on best practices.
- Create & articulate compelling value propositions around AWS + GSI Partner.
- Analyze sales/metrics data from your partner & account pipeline to help evolve your strategy.
- Drive geo partner joint marketing activities focused on market mindshare and lead/opportunity generation.
- Assist Partner in identifying use cases for priority adoption of Amazon Web Services as well as best practices implementations with joint customers.
- Manage account and opportunity generation across ISV/DNB/SMB/Start-up and Middle market enterprise accounts
- Drive cross team collaboration between Partner Sales Managers, AWS Account teams and GSI Partner
- To gain a better understanding of the role and interview process, we recommend you begin to study the AWS Cloud Practitioner course, available free online on the AWS website. 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.