As a Sr. Partner Sales Manager for Independent Software Vendors (ISVs), you will have the exciting opportunity to deliver on the strategy to build Amazon Web Services mind share and grow adoption of ISV cloud-based solutions. In the role, you will establish and maintain C-level, sales, and product relationships with strategic ISV solution providers to drive AWS services revenue with AWS account teams and customers. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities that drive top line AWS revenue growth and overall market adoption with AWS customers.
You possess both a business background that enables engagement at the CXO level, as well as a sales background that enables interaction with enterprise customers and sales executives to support both AWS and ISV sales processes. You demonstrate an ability to think strategically about business, product, and technical challenges plus build and convey compelling value propositions. In addition to sales acumen, the position requires technical acumen, along with working knowledge of software architecture and the enterprise software landscape.
Key job responsibilities
– Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic ISVs with defined revenue and win targets.
– Meet or exceed quarterly revenue targets by helping ISV partners originate and work with AWS and the ISVs sales teams to close opportunities that drive AWS revenues (SaaS, ISV Accelerate, Marketplace) with AWS prospects and customers.
– Build deep relationships with customers and ISVs appropriate to your territory to fully understand their business, solutions and technical needs.
– Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned strategic ISV partners to drive achievement of revenue and win goals.
– Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources).
– Develop long-term strategic relationships with key strategic ISV partners.
– Create & articulate compelling value propositions around AWS services to customers and partners.
– Manage and close a pipeline of ISV business across sales regions.
– Work with partners to extend reach and drive AWS adoption.
– Support the ISVs as they develop their solutions through formal AWS APN programs in partnership with ISV PDMs (and other resources).
– Ensure customer and partner satisfaction.
– Provide technical and architectural resources to assist your ISV customers in customer engagements and their delivery of solutions to market, including assisting them with channel partners.
– Drive business development initiatives in your territory or geo in partnership with Partner Development resources and marketing and GTM teams to help drive ISV solutions built on AWS and ensure that AWS is their preferred platform.
– Prepare and give business reviews to AWS and ISV senior management teams.
– Manage complex contract negotiations and serve as a liaison to the legal group.
About the team
Inclusive Team Culture:
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve 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 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Mentorship & 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.
Work/Life Balance:
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. 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.
We are open to hiring candidates to work out of one of the following locations:
Seattle, WA, USA
BASIC QUALIFICATIONS
– 5+ years in technical/IT related sales with medium to large software vendors/customers
– Track record leading large complex sales cycles to successful close with technology solution providers
PREFERRED QUALIFICATIONS
– Experience working with technology customers, such as software providers, with CxO relationship engagement
– Technology background with cloud technology
– AWS Certified Cloud Practitioner certification
– Demonstrated ability to work across cross functional teams to deliver large, complex IT solutions
– Sales management experience
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 $128,500/year in our lowest geographic market up to $212,500/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.