Senior Manager Tech Partner GTM & Co-Sell, AMER Tech Partnerships, AMER Tech Partners

You will lead a team to deliver results leveraging a co-sell sales motion with technology partners in Americas to create and sell joint AWS & partner solutions.

Help our technology partners build relationships with AWS field sales / partner teams. Working with a defined set of technology partners, build a #onesalesteam combing AWS and partner resources, drive the creation of a joint sales strategy, and orchestrate a full sales cycle to successful close.

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint sales efforts and to easily interact with enterprise customers.

You will support teams in delivering on pipeline and revenue growth through joint sales cycles wins.

10010

Key job responsibilities

• Should have a demonstrated ability to think strategically about business, sales, and technical challenges within cloud technologies.
• Develop and execute a strategic business plan for the Tech Partner Co-Sell team.
• Be a key member of the team, mentoring while leading to delivery of the overall strategy.
• Position requires a strong technical acumen and deep familiarity with cloud. Work with a small number of Technology Partners to define and execute joint co-sell initiatives.
• Build relationships with key set of strategic technology partners to drive co-selling.
• Work with partners & internal sales teams to build co-sell pipeline to ensure goal attainment.
• Create relationships with AWS sellers and partner teams to assist in co-sell cycles.
• Leverage sales background; interface with internal leadership, partners & external customers.
• Drive team orchestration of co-sell cycle from opportunity creation through close.
• Drive adoption of AWS Marketplace.
• Collaborate with executive stakeholders across the organization including Field Sales, Partner Development, Partner Sales, APO, Finance, Marketing, Training, Operations and Legal.
• Drive revenue growth and cloud adoption of Technology Partner and AWS joint solutions.
• Set and manage pipeline / revenue targets and work to achieve / exceed goals.
• Ability to Think Big and Dive Deep to drive co-sell opportunities with Technology Partners.

A day in the life

Work with technology partners, AWS's field sellers, and AWS Partner management to create, facilitate and orchestrate joint co-sell opportunities that drive revenue opportunities.

Track opportunity progress, regularly participate in account and pipeline review calls. Be ruthlessly aware of progress to revenue goals.

Prepare and give business reviews to the senior management team. Manage complex negotiations and serve as a liaison to the legal group.

Create and execute operational rigor including partner management, account management, and business reviews (internal / external).

Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.

About the team

The Tech Partner Co-Sell teams’ mission is to drive co-sell revenue with Technology Partners through Marketplace. We are trusted advisors and facilitators of the full co-sell cycle with our partners and internal sellers.

We help our partners and internal sales teams come together as #onesalesteam with a shared vision and strategy in target accounts to drive revenue growth for AWS and our partners.

We liaison with other Amazon groups (i.e. APO, Legal, Marketing, etc.) to ensure co-sell cycles stay on track and on time.

We don’t just stop at executing co-sell cycles we work with our technology partners to drive Think Big / new initiatives / next opportunities.

The team measures success by achieving our pipeline and revenue goals, raising the visibility of our technology partnerships, driving AWS Marketplace adoption, improving technology partner experience, and our own job satisfaction.

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

Raleigh, NC, USA

BASIC QUALIFICATIONS

• 12+ years of sales, business development, partner development, partner sales, or alliances management experience.
• 12+ years of experience with Technology Partners, ISV’s, SIs and / or large enterprise sales and complex agreements.
• Proven track record of senior executive engagement and ability to partner with executive leaders on closing and executing large, highly technical strategic co-development and partnership engagements.
• Experience managing internal partner teams and successfully delivery on sales quotas of these partner teams.
• Proven track record of building teams to co-sell with partners and delivering on co-sell specific goals from $100s of millions to $1+ billion in pipeline / revenue goals.
• Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
• Experience operating partner businesses from $10s of millions, doing $100M+ pipeline / revenue goals.
• Experience managing partner teams focused on co-selling and successful achievement of sales quota.

PREFERRED QUALIFICATIONS

• 5+ years of managing and developing high performance teams experience
• A co-selling evangelist with partners with a deep experience in an industry or technology domain.
• An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
• Experience and relationships with internal AWS teams : APO, Field Sales, Marketing, etc. that can be brought into co-sell cycles with Technology partners.
• Experience managing technical teams, as creating joint sales strategies within co-sell cycles require.
• Familiarity with selling / managing large multi-million-dollar partner programs.
• Familiarity negotiating large deals.
• Understanding of digital transformation drivers and the technology ecosystem.
• Excellent written and verbal communication skills
• Masters’ Degree in technical or relevant business field
13 days ago