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Partner Sales Manager

3 months ago

Melbourne, Australia Amazon Full time

DESCRIPTION

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.

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?

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class candidates to help drive opportunities with the leading partners (systems integrators and technology partners) in ANZ.

As a 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 partners by teaming with the account management teams and their leadership. This requires driving trusted relationships with partners, customers and the wider AWS team. You will be responsible for top line revenue growth and overall customer adoption across the customer set as well as owning the partner strategy across the born in the cloud customer base.

The ideal candidate will possess a business background that enables him/her to engage at the CxO level and to easily interact with enterprise customers and sales/field reps. 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, whist also having a detailed understanding of software development organisations, their requirements, business structure and operating challenges.

Key job responsibilities
- Have a holistic view of the Partner Community in a local market, a deep understanding of the partner capabilities and solutions that will delight customers.
- Advise customers and commercial sales teams on the value of partners, engagement, and recommend qualified partners to support customer needs.
- 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 sales and sales leadership team, to own deal execution with partners, leveraging Partner programs, and coaching partners on best practices.
- Work closely with Partner Solution Architects (PSA) to ensure partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners in the local market.

A day in the life
If you have expertise and can demonstrate success while operating in ambiguity, we should be talking. This role has multiple stakeholders, from Sales, technical leads, specialist SME's to customers, partners and senior leadership, you will be the bridge connecting them all.

About the team
Work/Life Harmony:
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.

Mentorship & 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.

Inclusive and Diverse 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.

What if I don’t meet all the requirements?

That’s okay We hire people who have a passion for learning and are curious. You will be supported in your career development here at AWS. You will have plenty of opportunities to build your technical, leadership, business and consulting skills. Your onboarding will set you up for success, including a combination of formal and informal training. You’ll also have a chance to gain AWS certifications and access mentorship programs. You will learn from and collaborate with some of the brightest technical minds in the industry today.

BASIC QUALIFICATIONS

- 10+ years of experience in sales or business development in the software/technology industry, with an ability to consistently exceed quota and key performance metrics.
- Experience engaging and influencing senior executives and strong familiarity with decision making processes in software development companies
- Experience working with partners through account management, product management, program management and business development engagements
- 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

PREFERRED QUALIFICATIONS

- Prior experience working with Systems Integrators and Consulting Companies to achieve sales.
- Experience working within SaaS, high growth software development organisations
- Understanding of the software vendor landscape, how and why they build and buy solutions to unlock market opportunities

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.