• Partner Development Manager - Public Sector

    Location US-VA-Herndon
    Posted Date 1 week ago(1 week ago)
    Job ID
    616860
    Company
    Amazon Web Services, Inc.
    Position Category
    Sales, Advertising, & Account Management
  • Job Description

    Do you have a passion for building the future in the Cloud Computing business within the Public Sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by engaging with key system integrators who are reinventing their IT strategy by adopting and delivering cloud computing solutions? Do you have the business savvy, government business development experience necessary to help further establish Amazon as a leading cloud platform provider?

    As an AWS Partner Development Manager (PDM), you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of Amazon Web Services in the public sector. Your mission will be to develop AWS awareness and adoption, build AWS competency, and drive sell-through engagements with a targeted set of government large systems integrators.

    In this role, you will establish deep business and technical relationships with AWS partners through your knowledge of the customer's mission and the environment. You will have day-to-day interactions with our partners in support of government agencies. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects. He/she should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions. You will also work very closely with the AWS sales team to drive joint sales engagement to support the development of a strategic plan for development of future opportunities and pursuits.
    Roles & Responsibilities:
    • Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
    • Manage a targeted portfolio of system integrators, developing and advancing relationships and growing AWS revenue to and through these partners.
    • Maintain an accurate and robust pipeline and forecast of business opportunities.
    • Understand and navigate public sector contracting vehicles 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 considerations and certifications specific to the public sector.
    • Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc).
    • Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
    • Work closely with the AWS sales teams to build relationships with integrators in your territory and foster joint pursuits.
    • Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings for developers.
    • Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
    • Manage complex contract negotiations and liaison with the legal group.
    Amazon is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation.

    Basic Qualifications

    Basic qualifications
    • 4+ years of experience developing, enabling and supporting a partner community
    • 4+ years of experience managing sales accounts and territories
    • 4+ years of experience with government technology capture, procurement, and contracting processes.
    • 4+ years of experience with technology platform sales with an understanding of government IT, data centers, and cloud adoption.
    • 6+ years of partner/business development, enterprise sales, and/or program/product management experience with a focus on public sector

    Preferred Qualifications

    Preferred qualifications
    • Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges.
    • Experience using Salesforce (reports and CRM).
    • Understand the technical considerations and certifications specific to the public sector.
    • Excellent writing skills. The ability to author original text including detailed sales forecasts and strategy planning documents.
    • Excellent communication skills with the ability to lead executive level meetings understanding the audience and the ability to conduct EBC type activities.
    • Understanding of compliance requirements of highly regulated customers in the public sector to include system accreditation frameworks which leverage the NIST guidelines. In addition, a working knowledge of FedRAMP and FISMA.
    • Established network within the government partner and acquisition space.
    • Familiarity with the system integrator marketplace
    • 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.
    • AWS Certifications
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