Sales, Marketing and Global Services (SMGS)
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.
The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success.
AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
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 the role, you will establish and maintain C-level, sales, and product relationships with strategic GSI Consulting 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.
The ideal candidate will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with enterprise customers and sales executives to support the AWS and SI sales processes.
He / she 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.
He / she 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 acumen, along with working knowledge of software architecture and the enterprise software landscape.
Key job responsibilities
1. Drive revenue and market share in a defined set of FSI industry vertical customer and partners, with multiple account teams and partners and / or with a specific list of strategic consulting partners with defined revenue and win targets
2. Meet or exceed quarterly revenue targets by helping GSI / SI partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers.
3. Build deep relationships with customers and strategic GSI partner(s) appropriate to your territory to fully understand their business, solutions and technical needs
4. 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
5. 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)
6. Develop long-term strategic relationships with key strategic GSI, SI, and ISV partners
7. Create & articulate compelling value propositions around AWS services to customers and partners
8. Maintain a robust sales pipeline
9. Work with partners to extend reach & drive AWS adoption
10. Support consulting partners as they develop their solutions through formal AWS APN programs in partnership with GSI and SI PDMs (and other resources)
11. Ensure customer and partner satisfaction
12. Provide technical and architectural resources to assist your partners in customer engagements and their delivery of solutions to market, including assisting them with ISV (SaaS, PaaS) partnerships
13. Drive business development initiatives in your territory in partnership with Partner Development resources and marketing and GTMS teams to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform
14. Prepare and give business reviews to AWS and FSI senior management teams
15. Manage AWS funding programs and related contract negotiations
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences.
Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
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 flexible work hours and arrangements are part of our culture.
When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Hybrid Work
We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face.
Our team affords engineers options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices.
Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn’t necessary.
We are open to hiring candidates to work out of one of the following locations :
Toronto, ON, CAN
BASIC QUALIFICATIONS
- 7+ years of technology related sales or business development experience
- 5+ years of direct field experience selling software or cloud solutions to Fortune 1000 accounts
- Undergraduate degree (B.Sc, BA, B.Comm, B.Admin or similar) or demonstrated equivalent prior work experience required
PREFERRED QUALIFICATIONS
- Track record of developing sustainable new business within FSI customers including savings and loan, capital markets, trade, risk and other FSI operational areas
- Extensive customer and partner network within the FSI industryvertical
- Strong verbal and written communications skills
- History working at, or in partnership with, a major GSI consulting firm preferred
- Experience in FSI related ISV partnership management / alliance management preferred
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