Sr. Partner Development Manager, APJ Partner Management

4 weeks ago

North Sydney, Australia Amazon Web Services Australia Pty Ltd Full time
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

The AWS Partner Organization (APO) is the leading partner platform with over 100K partners in over 190 countries worldwide. These partners deliver key services that drive customer business outcomes.

The Technology Partnership Org is a global team of partner business development, solutions architects, program managers and strategy & operations professionals who have deep knowledge and experience in how Technology Partners operate and serve their customers. These team members work closely with leaders at major Technology Partnership firms worldwide to bring joint solutions to enterprises.

By establishing and growing business and technical relationships, along with managing the day-to-day interactions, you will be responsible for driving top line revenue growth and overall market adoption for the top Technology Partner/s across APJ. The ideal candidate will possess business/channel sales background that enables them to engage at the MD/ VP/ CEO level, as well as a sales background that enables them to grow pipeline. The ideal candidate will also have a demonstrated ability to think strategically about business, products and technical challenges, with the ability to build and convey compelling value propositions.

Key job responsibilities
- Experience working with enterprise large partners to develop and execute a partnering strategy, training, joint sales and Go to Market (GTM) programs and Marketplace.
- Engage the partner field sales organization, channels and end customers to create and drive revenue opportunities.
- Define a strategic Partner Plan and ensure it's in line with the AWS strategic direction. This includes developing establishing a process to track the progress toward goals.
- Set and manage revenue targets and work with the partners and AWS sales organizations to achieve/exceed goals.
- Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS.
- Experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
- Deliver strategic business reviews to the senior leadership team.
- Should have worked in a highly matrixed organisation/s and highly collaborative
- Manage complex contract negotiations involving legal, marketing and business terms.
- Position based in Australia, preferably Sydney or Melbourne.

10010

A day in the life
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

We are open to hiring candidates to work out of one of the following locations:

Melbourne, VIC, AUS | Sydney, NSW, AUS

BASIC QUALIFICATIONS

- 10+ years of sales and/or partner development experience in the software/technology industry.
- Demonstrated ability to engage and influence C-level executives as well as internal & external stakeholders to work together for a common goal
- Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts
- Strong language (English) public speaking and writing skills and the ability to articulate complex concepts to cross functional audiences
- Strong technical and/or business solutions acumen, with a demonstrated track record of driving emerging/ disruptive technologies

PREFERRED QUALIFICATIONS

- Prior experience in large scale, enterprise sales, partner/channel sales and/or business development roles
- Prior experience working with/for GSIs in customer facing roles
- Understands software technologies, including SaaS and Cloud
- Experience using Salesforce.com, Excel, Tableau and other data & analytics business tool
- Post Graduate IT or MBA degrees
- Ability to think and work creatively to develop unique joint value propositions and product strategy within AWS and in the partner’s organization
- AWS Certified

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:

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