Partner Development Manager, Global Startup Team

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class candidates to develop relationships and manage the success of our Independent Software Vendors (ISV) providers, with a focus on our Start-up Infrastructure (Networking, Storage, Database) partners. As a Partner Development Manager within AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform within the Start-up/VC community.
Key job responsibilities
Responsibilities will include managing strategic relationships with our Start-up Infrastructure partners and driving C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business and technical relationships, and driving partner plans with each assigned Infrastructure partner, you will be responsible for increasing top line revenue growth and overall market adoption of these ISV solutions running on AWS. You will possess both an Infrastructure background, working directly with Start-ups & Venture Capitalist (VC) firms, that enables you to drive successful partnerships, engage at the CXO level, as well as, a sales background that enables them to easily interact with our customers and AWS sales/field reps. You should also have a demonstrated ability to think strategically about the Infrastructure business, product, and technical challenges, with the ability to build and convey compelling value propositions. The position also requires a strong technical acumen, along with extensive knowledge of the Start-up & VC landscape.
Work with a select group of new and existing Startup Infrastructure partners to define and execute joint sales and Go-to-Market (GTM) programs.
Serve as a key member of the Partner and Business Development teams in helping to deliver the overall Infrastructure Start-up partner strategy and value proposition.
Engage assigned Infrastructure partners field sales organizations, channels and end customers to create and drive revenue opportunities for AWS.
Create a strategic Partner Development plan for target Infrastructure partners and customers, and ensure it's in line with the overall AWS Start-up strategy. This includes developing detailed account plans to manage and track the progress of each partner organization and achievement against partner goals.
Set and manage revenue targets and work with the partners and AWS sales organizations to achieve/exceed goals.
Manage and close a pipeline of relevant customer opportunities associated with assigned Infrastructure partners.
Work with the Start-up team to execute the strategic business plan by engaging key internal stakeholders (e.g. solutions architects, services teams, marketing, PR, legal, support, etc.).
Work closely with Infrastructure partners' customer base to ensure they are successful using AWS services.
Establish AWS as the Infrastructure partners' preferred cloud computing platform across all product and service lines.
Understand the technical requirements of our Start-up Infrastructure solution providers and work closely with the internal development team to guide the direction of our product offerings and joint partner solutions.
Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
Prepare and give business quarterly business reviews to the senior management team.
Manage complex contract negotiations and serve as a liaison to the legal group.
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, 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 & 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.
Inclusive and Diverse 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.
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We are open to hiring candidates to work out of one of the following locations:
Seattle, WA, USA