Partner Sales Manager

2 days ago

Sydney, Australia AWS Australia Pty Ltd Full time

10+ years of experience in sales or business development in the software/technology industry
- Experience engaging and influencing senior executives and strong familiarity with decision making processes in enterprise customers
- Experience working with partners through account management, product management, program management and business development engagements
- Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
- Demonstrated experience working and communicating with multiple stakeholders and cross functional teams including direct and channel marketing, solution architect teams, product management and account management teams
- Strong sales and/or technical DNA with a desire to coordinate field teams to develop and close high-profile deals

Job summary

Would you like to be part of a team that is redefining the IT industry?

Do you have the business savy and industry expertise necessary to position AWS as the technology platform of the future?

As a GSI Partner Sales Manager within Amazon Web Services (AWS), you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of Amazon Web Services’ Cloud Computing Platform covering a wide area of services from infrastructure to Artificial Intelligence, IoT, Machine Learning, Big Data and analytics and Mobile services across AWS’s customers by leveraging partners.

You will drive the AWS business opportunities with our Global System Integrator (GSI) Partners by teaming with the GSI Partner Managers, GSI Teams, AWS Field teams and their leadership. This requires setting up and executing on strong business planning which is aligned to AWS ANZ’s commercial objectives and ensuring that all stakeholders, including but not limited to GSI Partner Managers, GSI’s, Field Teams and Partner Sales are all co-ordinated through account planning, pipeline management, sales forecasting, executive engagement and revenue attainment.

He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Key job responsibilities
- Have a holistic view of the GSI Partner Community in the context of the ANZ business, a deep understanding of the partner capabilities and solutions across all GSI being represented in ANZ..
- Have strong interlock with the GSI Partner Managers who run the individual GSI relationship in ANZ
- Collaboratively set out, execute and manage the aggregated GSI portfolio in ANZ as it relates to strategy, demand generation, pipeline management, forecasting and revenue attainment.
- Set up and execute a GSI operational cadence in ANZ which ensures that GSI are well represented in the market but specifically ensure there is strong governance on relationship mapping and Executive cadence.
- Work with all levels of AWS commercial business (ANZ, APJ and Global) to ensure GSI are leveraged to be a significant contributor to the ANZ business.
- Consistently exceeds quota and key performance metrics
- Prior experience working with Systems Integrators and Consulting Companies to achieve sales.
- Prior direct sales experience is preferred
- Experience working within the enterprise software development industry is highly desired.
- Experience working in Large Enterprise with partners and customers

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