Principle Partner Development Manager, Anz, Aws Si

1 week ago

Sydney, New South Wales, Australia Aws Australia Pty Ltd Full time

10+ years in partner sales and/or alliance/channel development in the software/technology industry - Experience engaging and working with Telco/Enterprise customers - Experience engaging and influencing senior executives and familiarity with decision making processes in enterprise customers - 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 - Experience working with partners through account management, product management, program management and business development engagements - Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.

Job summary
- Develop, lead and manage AWS Telco partnerships.
- Work with cross functional teams to create and execute on strategic business plans, inclusive of enablement, practice development, and marketing, to execute achievement against partner goals
- Drive partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against business plan and core KPIs
- Evangelize a partner's value proposition internally throughout AWS and externally with customers
- Drive solutions, APN Program attainment, continuous enablement through training and certifications and go-to-market strategies for differentiation and expanding their footprint
- Act as the owner of Partner Operations, which includes both setting up the administration and governance within the partner, as well as managing revenue reporting, opportunity registration in the APN

Key job responsibilities
- Business planning with partners
- Relationship building with key partner stakeholders
- Effectively leveraging internal AWS resources for development of partners (eg Competency attainment)
- GTM planning and execution (partner originated pipeline development goals)
- Internal promotion and showcasing of partners

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