Principal Partner Sales Manager, Global Financial Services

The Amazon Web Services (AWS) Worldwide Financial Services team is looking for an experienced Partner Sales Manager to join our fast-paced team to work with our strategic partners, and help customers solve their business problems in financial services worldwide.

As a Financial Services Partner Sales Manager, you will have the exciting opportunity to drive partner solution sales into AWS's Global Financial Services customers.

Responsibilities include working with our Global Financial Services Accounts and suggesting the right mix of consulting & technology partner solutions to drive customer success and AWS adoption.

The Partner Sales Manager (PSM) within Global Financial Services (GFS) is responsible for driving a multi-faceted business partner strategy that impacts the overall sales and technical motions within an account.

The PSM owns the sales pipeline driven through partners, and go-to-market activities conducted by partners. Growing partner sales revenue, educating AWS and customers on the partner community, and enabling quality partner-led customer solutions are top priorities.

You will work with Strategic Consulting & Technology Partner firms in financial services to grow pipeline and revenue for key customers.

You will help partners build the right proposal for customer based on AWS services, and help them with available AWS funding options.

You will also own GTM partner strategy, manage goals, grow business and technical relationships.

Key job responsibilities

• Set and implement a business development plan, and drive opportunity pipeline with strategic technology and consulting partners for Global Financial Services accounts, and ensure it's in line with the AWS strategic direction.
• Drive incremental revenue through large, complex engagements by navigating the interests and initiatives of cross-functional teams (Sales, Technical, ProServe, Business Development) to create and execute on partner business plans and achieve sales goals
• Own partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs
• Demonstrate ability to develop initiatives that drive the creation of opportunities with partner's field sales organization and accelerate opportunities to a successful business outcome
• Influences a customer’s and partner’s strategic decision-making and planning for complex business areas by using data to provide advice and, at times, propose disruptive ideas
• Understand and exploit the use of salesforce.com and other internal Amazon systems.
• Manage complex contract negotiations with partner, AWS sales teams and customer
• Takes smart risks and establishes priorities
• Effectively communicates, teaches, and tailors detailed knowledge to all levels of audiences, and through established relationships, fosters constructive dialogue, harmonizes conflicting views, and leads the resolution of issues

A day in the life

The PSM within GFS is an essential contributor to the account planning process, advising on aspects related to partner engagement and solution development.

Serving as an integral stakeholder, the PSM participates in sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews.

PSMs collaborate across Independent Software Vendors (ISV's) and Strategic Integrators (GSIs / SIs) to build comprehensive partner plans, which are then integrated into customer account plans to drive incremental opportunities.

About the team

Team Mission : The GFS Partner Sales team is chartered to expand customer cloud adoption by selling solutions with and through partners.

We achieve this by working with GFS Sales Teams, AWS Partner Organization, and AWS Partners to build pipeline, support opportunity engagements, and launch Partner wins.

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

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 & 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.

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 we strive for flexibility as part of our working culture.

When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

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

New York, NY, USA

BASIC QUALIFICATIONS

• 10 + years of experience with direct Sales and business development plans
• 5+ years of experience in consultative sales in the financial services industry such as working with partners through account management, product management, program management and business development engagements

PREFERRED QUALIFICATIONS

• Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts with F100 companies
• Knowledge of leading system integrators (SIs) that service the financial services industry
• A team player who effectively integrates, motivates and builds relationships with cross-functional team members, sponsors, key stakeholders, executives, and other individuals or organizations involved with or affected by the program
• Works effectively in a dynamic environment with changing priorities and comfortable dealing with ambiguity
• Excellent presentation, communication (oral & written), and relationship building skills, across all levels of management
30+ days ago