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Description

As a Partner Sales Manager, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions in our fast growing and dynamic Enterprise Segment.

In the role, you will establish and maintain C-level, sales, and product relationships with strategic consulting GSI/SI partners as well as leading co sell with our ISV technology partners to drive AWS services revenue with AWS account teams and customers.

By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities with partners that drive top line AWS revenue growth and overall market adoption with AWS customers.

You will possess both a business background that enables you to engage at the CXO level, as well as a sales background that enables you to easily interact with enterprise customers and sales executives to support both AWS and AWS Partner's sales processes. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. You should be a self-starter who is prepared to develop and execute against partner account plans and a territory coverage plan and consistently deliver on revenue targets. The position also requires a strong technical Cloud acumen, along with working knowledge of software architecture and the Generative AI and Agentic AI Enterprise software landscape.

Key job responsibilities
- Drive revenue and market share in a defined territory within our Enterprise customer segment, including with multiple account teams and partners with defined revenue and win targets
- Meet or exceed quarterly revenue targets by helping GSI/SI and ISV partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
- Build deep relationships with customers and strategic partner(s) appropriate to your territory to fully understand their business, solutions and technical needs
- Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals
- Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources)
- Develop long-term strategic co-selling and customer-centric relationships with key strategic GSI/SI and ISV partners
- Create & articulate compelling value propositions around AWS services and solutions to customers and partners specific to the Enterprise segment
- Maintain a robust, accurate, and high velocity sales pipeline
- Work with partners to extend reach & drive AWS adoption
- Support consulting partners as they develop their solutions through formal AWS APN programs in partnership with GSI/SI PDMs (and other resources)
- Ensure customer and partner satisfaction
- Provide access to and enlist support from technical and architectural resources to assist your partners in customer engagements and their delivery of solutions to market, including assisting them with ISV partnerships
- Drive business development initiatives in your territory in partnership with Partner Development resources, Marketing, and Specialist teams to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform
- Manage contract negotiations and AWS funding programs