Senior Partner Development Manager, Global

7+ years of partner/business development, enterprise sales, and/or program/product management experience with a focus on Global systems integrators. - 7+ years of experience with technology platform sales with an understanding of IT imperatives, data centers, cloud adoption and enabling technologies (AI/ML, IOT, Analytics (BI). - 7+ years track record for managing sales accounts and territories (meeting and exceeding quota). - 7+ years experience developing, enabling and supporting Managed Service Providers (MSPs) or GSI. - Fluent English and Spanish skills (verbal and written)

Job summary

Would you like to own building the future for a leader in the Cloud Computing business in the LATAM? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with a key global systems integrators (GSI) and solutions providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions? Do you have the business savvy, system integrator experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider?

As an AWS Partner Development Manager, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of Amazon Web Services with a major Global System Integrator in LATAM. Your mission will be to develop AWS awareness and adoption, build AWS competency, Scale programs to train partner resources and drive sell-through engagements with a targeted set of accounts.

Key job responsibilities
- Serve as a key member of the AWS GSI Partner Team in helping to drive overall AWS market and technical strategy.
- Own a Large GSI account relationships.
- Develop and advance relationship and grow AWS revenue to and through these partners.
- Maintain an accurate and robust GSI pipeline and forecast of business opportunities.
- Understand and navigate GSI pursuit best practices and procedures.
- Set a strategic sales plan for your target markets and ensure it's in line with the AWS strategic direction.
- Understand the technical solutions gaps needed in LATAM and understand how to drive programs to scale certifications specific to joint partner goals at GSI in LATAM.
- Execute the strategic sales & business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
- Work closely with the AWS sales teams to build relationship with GSI and foster joint pursuits in target accounts.
- Understand the technical requirements of customers in LATAM and work closely with the partner and GSI development team to guide the direction of solution offerings.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing GSI GTM strategy and KPI tracking
- Manage complex contract negotiations and liaison with the legal group.

About the team

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten 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 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
- Experience developing an indirect sales channel, growing partner competencies, and delivering sell-through revenue. - Ability to drive strategic technology discussions at multiple levels with partners and customers. - Ability to lead executive level meetings understanding the audience and the ability to conduct EBC and QBR type activities. - Ability to author original text including detailed sales forecasts and strategy planning documents. - Experience using Salesforce (reports and CRM). - Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges. - Meets/exceeds Amazon’s leadership principles requirements for this role - Meets/exceeds Amazon’s functional/technical depth and complexity for this role