Principal, Marketplace Channel

Extensive experience of working across the software ecosystem; channels and technology companies in a customer, technical or partner facing role

Fluent English language, and strong written and verbal communication skills

Strong technical and commercial understanding and knowledge of the software ecosystem

Strong understanding and familiarity with software companies

Strong business development and program management experience

Demonstrated ability to engage and influence product management, business decision makers and C-level executives

Demonstrated ability to work effectively across diverse internal and external stakeholder teams

Demonstrated success working with customers in Australia & New Zealand and partners across APJ

Strong analytical skills

Strong negotiation skills

Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences

Understanding of cloud computing, technology trends and utility pricing models

Consistent and demonstrable track record of success

Job summary

Job location : Sydney/Melbourne

AWS Marketplace is looking for a Senior Channel Business Development Manager to grow AWS Marketplace adoption and revenue through the channel by helping with the execution of AWS Marketplace channel programs with both ISVs and Consulting
- and Channel Partners with a focus in Australia & New Zealand but support across Asia-Pacific-Japan (APJ).

Successful applicants will have a combination of business development, sales, and technical experience with ISVs, Consulting Partners, and Channel Partners, as well as a broad understanding of the software industry. You should have a track record of being a top-performing individual that is customer-centric, self-motivated, with demonstrated experience in building and executing disruptive business models.

This position has a high level of visibility, and you will need to be a strong leader, be able to communicate clearly and compellingly both in your writing and through your presentation skills.

At AWS Marketplace we are a start-up within AWS so we will wear many hats, work fast and smart, and adapt and iterate quickly. We are looking for someone who is ready to roll-up their sleeves and join a tightly-knit team that is tackling an interesting and challenging opportunity.

Responsibilities include:

- Work with Channel Partners to educate them on the value of AWS Marketplace as a new channel and help them align business and technical requirements
- Work with existing Channel leadership, product, business development and field organizations to define and execute joint go-to-market programs
- Execute the strategic business development plan while working with key internal stakeholders (e.g., service teams, legal, support)
- Engage an enable partner field organizations, channels and AWS Marketplace field enablement teams to create and drive revenue
- Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS
- Position AWS Marketplace for internal adoption by the partner organization
- Ensure that AWS is the partner’s preferred cloud computing platform across all product lines
- Help to manage complex contract negotiations and serve as a partner liaison to the legal group
- Handle complex business requirements and activities which help to improve new seller and product selection
- Prepare and provide business reviews to the senior management team regarding progress and metrics

Key job responsibilities

1. Earns Trust | The ability to earn trust is foundational to developing the right relationships in support of becoming a trusted advisor of the Consulting Partner, the ISV and the AWS team

2. Bias for Action | Driving: CP sign up to CPPO, enablement, adoption of the 1st 3 ISV’s solutions requires a large amount of Bias for Action, particularly in an environment where we are challenged with local seller of records in certain Countries and sometimes we need to think outside the box.

3. Deliver Results | AWS Channel MP BDMs know how to get things done and are focused leading the Channel motions to build the scaling engine to deliver outcomes.

4. Ownership | AWS MP Channel BDMs are business builders that find ways to start up and scale AWS MP in the Channel business area.
- MBA or Graduate Degree

Additional language fluency is a strong advantage

Knowledge of eCommerce

Prior experience in IT or Management Consulting firms defining and delivering transformation projects

Experience with diverse software licensing model