Sr. ISV Partner Sales Manager
As a Partner Sales Manager for Independent Software Vendors (ISVs), 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 ISV solution providers 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 that drive top line AWS revenue growth and overall market adoption with AWS customers.
You 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 sales process and ISV 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.
The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape.
Roles &
Responsibilities:
- Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic ISVs with defined revenue and win targets Meet or exceed quarterly revenue targets by helping ISV partners originate and work with AWS and the ISVs sales teams to close opportunities that drive AWS revenues (SaaS, ISV Accelerate, Marketplace) with AWS prospects and customers.
Build deep relationships with customers and ISVs 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 strategic ISV 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 relationships with key strategic ISV partners Create & articulate compelling value propositions around AWS services to customers and partners Manage and close a pipeline of ISV business in your territory Work with partners to extend reach & drive AWS adoption Support the ISVs as they develop their solutions through formal AWS APN programs in partnership with ISV PDMs (and other resources) Ensure customer and partner satisfaction Provide technical and architectural resources to assist your ISV customers in customer engagements and their delivery of solutions to market, including assisting them with channel partners Drive business development initiatives in your territory in partnership with Partner Development resources and marketing and GTMS teams to help drive ISV solutions built on AWS and ensure that AWS is their preferred platform Prepare and give business reviews to AWS and ISV senior management teams.
Manage complex contract negotiations and serve as a liaison to the legal group.
About UsWork/Life BalanceOur team also puts a high value on work-life balance.
Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren't focused on how many hours you spend at work or online.
Instead, we're happy to offer a flexible schedule so you can have a more productive and well-balanced life--both in and outside of work.
Mentorship & Career GrowthOur team is dedicated to supporting new members.
We have a broad mix of experience levels and tenures, and we're building an environment that celebrates knowledge sharing and mentorship.
We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Inclusive and Diverse CultureHere at AWS, we embrace our differences.
We are committed to furthering our culture of inclusion.
We have twelve 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 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
.
Estimated Salary: $20 to $28 per hour based on qualifications.
In the role, you will establish and maintain C-level, sales, and product relationships with strategic ISV solution providers 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 that drive top line AWS revenue growth and overall market adoption with AWS customers.
You 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 sales process and ISV 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.
The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape.
Roles &
Responsibilities:
- Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic ISVs with defined revenue and win targets Meet or exceed quarterly revenue targets by helping ISV partners originate and work with AWS and the ISVs sales teams to close opportunities that drive AWS revenues (SaaS, ISV Accelerate, Marketplace) with AWS prospects and customers.
Build deep relationships with customers and ISVs 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 strategic ISV 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 relationships with key strategic ISV partners Create & articulate compelling value propositions around AWS services to customers and partners Manage and close a pipeline of ISV business in your territory Work with partners to extend reach & drive AWS adoption Support the ISVs as they develop their solutions through formal AWS APN programs in partnership with ISV PDMs (and other resources) Ensure customer and partner satisfaction Provide technical and architectural resources to assist your ISV customers in customer engagements and their delivery of solutions to market, including assisting them with channel partners Drive business development initiatives in your territory in partnership with Partner Development resources and marketing and GTMS teams to help drive ISV solutions built on AWS and ensure that AWS is their preferred platform Prepare and give business reviews to AWS and ISV senior management teams.
Manage complex contract negotiations and serve as a liaison to the legal group.
About UsWork/Life BalanceOur team also puts a high value on work-life balance.
Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren't focused on how many hours you spend at work or online.
Instead, we're happy to offer a flexible schedule so you can have a more productive and well-balanced life--both in and outside of work.
Mentorship & Career GrowthOur team is dedicated to supporting new members.
We have a broad mix of experience levels and tenures, and we're building an environment that celebrates knowledge sharing and mentorship.
We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Inclusive and Diverse CultureHere at AWS, we embrace our differences.
We are committed to furthering our culture of inclusion.
We have twelve 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 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
.
Estimated Salary: $20 to $28 per hour based on qualifications.
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