Would you like to own building the future for a leader in the cloud computing business in the public sector? Would you like to be part of a sales team focused on increasing awareness and adoption of Amazon Web Services (AWS) by leading the Go-to-Market strategic sales for a top Global System Integrator (GSI) partner? Are you self-motivated, focused on long-term relationships, and a customer-first salesperson? Do you have sales and business development experience, cloud technical background, and relationships with system integrators? AWS Partner Account Managers (PAM) do all this and more. AWS PAM's work with select large partners to develop go-to-market strategies for expanding industry offerings and emerging solutions by Public Sector organizations. As a Strategic Sales PAM you will work with a large Global Systems Integrator (GSI) to create & lead joint sales campaigns for AWS Worldwide Public Sector (WWPS) that aligns to AWS strategic initiatives and your partner's market leadership positioning.
The individual will be located in the UK or Germany and focus on EMEA: DACH, Nordics, Benelux, MEA and South Africa and in APJ: ANZ, SG and Japan leading sales interlock and deal engagement in the countries and be responsible for laying the foundation for adoption of the upcoming AWS European Sovereign Cloud.
You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams. Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.
Key job responsibilities
• You will be responsible for driving revenue growth in the Public Sector – Government owned entities, health care and education.
• You will drive high level relationships with your large Global Systems Integrator partner and with AWS Executives to drive business value for our joint end-user customers. Experience with larger global systems integrators is a plus.
• As a Global Partner Account Manager (PAM) for Strategic Sales, you will work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), Solutions PAM and Partner Marketing to develop and drive new AWS revenue opportunities.
• You will cultivate sales & partner relationships and execute sales pursuits and campaigns with the long-term interests of AWS, your GSI partner, and ultimately the end-user customer at the forefront.
• You will use AWS mechanisms for achieving sales results, iterating improvements, and work with an extended global team to deliver results in a space that operates like a start-up.
• Develop stakeholder alignment, create regular interlock and cadence with key sales teams for both partner and AWS.
• Create and execute Joint Partner Sales Plans to accelerate AWS revenue, target new markets and strategic initiatives and ensure alignment with AWS's strategic direction.
• Communicate to AWS Partner teams, field sales, solutions architects, business development, and others as needed on partner's strategic initiatives, solutions, joint wins and successes.
• Prepare and lead regular business reviews for the AWS senior management team.
A day in the life
The Strategic Sales PAM is an individual contributor role but will be responsible for global business leadership with a top Global Systems Integrator (GSI) partner of the AWS Worldwide Public Sector (WWPS) business. You will define a CXO relationship strategy, including engaging with AWS senior leaders for executive sponsorships, coordinating executive business reviews, and developing sales opportunity for partner offerings and solutions. You will build and maintain key relationships, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline & deliver results.
About the team
About AWS
Diverse Experiences
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- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- Bachelor's Degree or equivalent experience
- 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 10+ years of business development, partner development, sales or alliances experience. Specific experience working with large systems integrators in building joint value propositions that include the move to cloud in the public sector arena.
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