Senior Manager, Strategic Partner Development, AWS Partner COE Consulting

About the role

Diverse Experiences

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

What you will do

• Build, lead, and develop a team of GTM Partner Development Managers, establishing clear goals, priorities, and professional development paths for each team member.
• Define the long-term strategic vision for the partnership and align internal and external stakeholders around a unified roadmap.
• Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology, marketing, and sales initiatives.
• Serve as a key member of the AWS alliance leadership team in helping to define and deliver the overall go-to-market strategy.
• Engage partner's field sales organizations, channels, and end customers to create and drive enablement and opportunities for AWS.
• Own the strategic business plan for target markets and products, ensuring alignment with AWS and the partner's strategic direction. This includes creation of detailed account plans to track partner progress and achievement to goals.
• Set and manage revenue targets and develop your team's capacity to work with partner and AWS sales organizations to achieve/exceed goals.
• Create and execute the business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure that AWS sales field and partner business managers work closely with each partner's customer base to maximize success using our web services.
• Ensure that AWS is the partner's preferred public cloud computing platform across all partner product lines.
• Understand the technical requirements of the partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Prepare and deliver business reviews to the senior management team, representing the health and trajectory of the partnership and your team's performance.
• Manage complex negotiations and serve as a liaison to the legal group.
• Create and execute operational rigor including territory management, account management, and business reviews (internal/external).

Foster a culture of inclusion, ownership, and continuous improvement within the team.

A day in the life

You will start your morning reviewing market intelligence and partner updates before joining a strategy session with your leadership team to prioritize new opportunities. Throughout the day, you will move between coaching your direct reports on deal strategy, meeting with external partners to explore collaboration models, and preparing a business review narrative for senior leadership. You will regularly connect with product and engineering teams to ensure business development efforts align with Amazon's technology roadmap.

What you bring

• 5+ years of people management experience
• 10+ years of developing, negotiating and executing business agreements experience
• Bachelor's degree or equivalent
• 10+ years of professional or military experience
• Experience developing strategies that influence leadership decisions at the organizational level

Nice to have

• Experience in negotiating complex agreements with an understanding of legal terminology and reasoning
• MBA, or Advanced degree
• Experience interpreting data and making business recommendations
• Experience managing and scaling teams of 5+ in partner development, business development, or alliance management roles
• Track record of coaching and developing talent at multiple career levels

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .

• USA, CA, Santa Clara - 213,000.00 - 288,200.00 USD annually
• USA, MA, Boston - 193,700.00 - 262,000.00 USD annually
• USA, NY, New York - 213,000.00 - 288,200.00 USD annually
• USA, VA, Arlington - 193,700.00 - 262,000.00 USD annually
• USA, WA, Seattle - 193,700.00 - 262,000.00 USD annually

Pay and benefits

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.

About the company

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class leader to own the strategic relationship with a single strategic AWS Independent Software Vendor (ISV) Partner.

Equal opportunity and notices

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.