Would you like to own building the future for a leader in the cloud computing business in the public sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with a key public sector systems integrator (SI) and solutions provider who is reinventing their IT strategy by adopting and delivering cloud computing solutions? Do you have the business savvy, government business development experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider?
As an AWS Sr. Partner Account Manager, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of Amazon Web Services in public sector. Your mission will be to develop AWS awareness and adoption, build AWS competency, and drive engagements with a large government systems integrator partner.
In this role, you will establish deep business and technical relationships with an AWS partner through your knowledge of the customer’s mission flying satellites and processing geospatial data. You will have day-to-day interactions with your partner in support of their mission with both their commercial and public sector customers and workloads. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects. He/she/they should also have a demonstrated ability to think strategically about the mission, product and technical challenges, with the ability to build and convey compelling value propositions. In addition, technical skills and background are essential as AWS targets customers that are looking for front line technical expertise and cloud experience (sales and implementation).
Effectively developing and managing an SI will require that you establish deep business and technical relationships through your knowledge of the public sector industry and customer requirements. Through these relationships, you will be responsible for growing internal adoption of AWS, as well as broad organizational AWS competency within the SI business units and program teams. You will also work very closely with the AWS sales team to drive joint sales engagement, as well as strategically plan for development of future opportunities and pursuits. Ideal candidates will possess both business background that enables them to drive engagements and interact at the executive level with partners and customers, as well as a technical background that enables them to easily interact with IT and development leaders. Candidates should also have strong industry experience and demonstrate the ability to think and act strategically on the end customer mission, industry directions, and partner/customer technical challenges.
Inclusive Culture.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Work/Life Harmony. Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life-both in and outside of work.
Mentorship and Career Growth. Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Key job responsibilities
– Serve as a key member of the AWS public sector partner team in helping to drive overall AWS market and technical strategy.
– Own relationships with a large public sector system integrator account.
– Work collaboratively to develop and advance relationships to grow AWS revenue to and through assigned partners.
– Maintain an accurate and robust system integrator/managed services pipeline and forecast of business opportunities.
– Understand and navigate public sector contracting vehicles and procedures.
– Set a strategic sales plan for your target markets and ensure it’s in line with the AWS strategic direction.
– Understand the technical considerations and certifications specific to the public sector.
– Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
– Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
– Work closely with the AWS sales, product and technical teams to build relationships within the SI in your territory and foster joint pursuits.
– Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings for developers.
– Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
– Manage complex contract negotiations, including government contracting, and liaison with the legal group.
A day in the life
A typical day would include meeting with your customer, team members and AWS stake holders to work through and solve customer challenges or mission objectives in AWS.
About the team
The team you will be working with is a hand picked team of talented individuals with varying background in DoD, Intelligence, IT operations and product management.
We are open to hiring candidates to work out of one of the following locations:
Denver, CO, USA
BASIC QUALIFICATIONS
– 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
– 10+ years of business development, partner development, sales or alliances management experience
– 7+ years experience developing, enabling and supporting SIs and/or Managed Service Providers (MSPs).
– Bachelor’s Degree or equivalent experience.
PREFERRED QUALIFICATIONS
– 5+ years of building profitable partner ecosystems experience
– Experience developing detailed go to market plans
– Experience developing an indirect sales channel, growing partner competencies, and delivering sell-through revenue.
– Ability to drive strategic technology discussions at multiple levels with partners and customers.
– Experience leading technology marketing and sales campaigns and strategies.
– Ability to lead executive level meetings, understanding the audience, with the ability to drive strategic objectives forward.
– Ability to author original text including detailed Account Plans, strategies, and sales forecasts that help drive key decisions and ownership.
– Experience using Salesforce (reports and CRM).
– Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges.
– Meets/exceeds Amazon’s leadership principles requirements for this role.
– Meets/exceeds Amazon’s functional/technical depth and complexity for this role.
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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $114,300/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. Applicants should apply via our internal or external career site.