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Strategic Alliance Manager – Telecom Service Providers

Strategic Alliance Manager – Telecom Service Providers

Job ID 
US-CA-San Francisco
Posted Date 
Amazon Web Services, Inc.
Position Category 
Business & Merchant Development
Recruiting Team 

Job Description

Strategic Alliance Manager – Telecom Service Providers

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to manage an elite portfolio of strategic AWS technology partners focused in the telecommunications network equipment provider segment. Your job will be to use these strategic partners to help deliver on AWS’ alliance strategy in the telecommunications segment.

Responsibilities will include creating and driving executive-level and field relationships with major telecom infrastructure providers and with the AWS sales field, guiding the development and launch of joint solutions, and executing joint GTM plans globally. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, you will be responsible for driving top line revenue growth and overall market adoption.

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a business development background that enables them to manage joint GTM efforts. This person should have a demonstrated ability to think strategically about business, product, and technical challenges in the telecoms industry. Ability to build and convey compelling value propositions for the jointly developed solutions with is a must. The position requires a strong technical acumen and deep familiarity with (1) telecom service provider environment, (2) cloud and datacenter/hosting infrastructure business in a major global service provider, and (3) Cloud Centric Digital Enterprise products and services. Additionally, the position will require strong commercial understanding of the business models of telecom Service providers such as AT&T, Verizon, Vodafone, etc.

Roles & Responsibilities:

  • Work with multiple sales and technical teams within both AWS and global telecom service providers to define and execute joint technology, marketing and sales initiatives.
  • Serve as a key member of the AWS technology alliance team in helping to define and deliver the overall go-to-market strategy.
  • Engage each telco service provider’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS.
  • Ensure that there is a strategic business development plan for target markets and ensure it's in line with the AWS strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.
  • Set and manage revenue targets and work with your team, each partner and AWS sales organizations to achieve/exceed goals.
  • Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
  • Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
  • Understand the technical/business requirements of each global telco service provider and work closely with the internal AWS development team to guide the direction of our product offerings.
  • Prepare and give business reviews to the senior management team.
  • Manage complex negotiations and serve as a liaison to the legal group.
  • Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).

Basic Qualifications

The right candidate will possess 10-15 years of strategic business development and/or product management experience in the telecommunications service provider environment. Alternately candidates may have 10-15 years of engagement management experience as a trusted advisor to global telecom service providers in the consultancy industry with proven ability to build profitable ecosystem technology partnerships. Experience of launching new products and services with topline ownership across enterprise segment using cloud technologies for digital transformation is strongly desired.
  • Ability to create and meet joint solution and GTM strategies and tactical plans.
  • Consistently exceed key performance metrics.
  • Demonstrated ability to engage and influence C-level executives.
  • Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
  • Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technology solutions involving cloud infrastructure, virtualization focused at enterprise market.
  • Deep familiarity with cloud and enterprise networking and datacenter products, services, market positioning and sales strategies
  • Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.

Preferred Qualifications

MBA or an equivalent Full Time Masters Program
Global alliances and/or Product Management P&L experience
Knowledge of AWS services
Knowledge of telecom infrastructure and enterprise digital transformation products and services landscape

“Amazon is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.”