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Wwps Partner Development Manager - Isv''s

AWS Australia Pty Ltd - Brisbane City, QLD

Source: uWorkin



Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class candidates to develop relationships and manage the success of our Key ANZ Independent Software Vendors (ISVs). As a partner development manager within AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform across AWS’s most strategic business partners.
We are always looking to improve and we also recognize there are many ways to lead and partner. We’re looking for a Think Big leader with diversity in thought who can add to our company skillset by bringing their unique industry knowledge and creativity to our organization. At Amazon, we live our professional lives by the Leadership Principals. When we hire, we look for those who are Amazonian rather than for someone who fits an exact resume mold. To us, Diversity in thought and experience is a good thing. We are hiring for attitude and training for skill because we recognize success takes many paths. We are looking for someone who can help us create the next version of what it means to be a great partner to our ISVs and is passionate about customers. We will coach the right fit.
Responsibilities include managing strategic relationships with our key ANZ ISVs to help them grow their business. Drive C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business relationships, and driving partner plans with key ISV partners you will be responsible for increasing top line revenue growth and overall market adoption of partner solutions running on AWS. The ideal candidate will possess both a partner background that enables them to drive successful partnerships, engage at the CXO level, as well as a sales background that enables them to easily interact with customers and AWS sales/field reps. 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. The candidate must have driven complex campaigns and partner sales. The position also requires a strong technical acumen, along with working knowledge of the ISVs, Public Sector and the IT landscape.

- Manage and work with a select group of new and existing partners to define and execute joint sales and Go to Market (GTM) programs
- Engage assigned partners field sales organization, channels and end customers to create and drive revenue opportunities for AWS
- Working with cross-functional teams to create and execute strategic business plans, team development, and marketing enabling a partner to meet their goals.
- Evangelize the partners solution and value proposition internally through AWS and externally with partners & customers as identified by the partner
- Driving specific partner sales revenue through management of regular pipeline, opportunities, and business reviews with the partner and all internal stakeholders
- Work closely with the partner’s customer base to ensure they are successfully using AWS services
- Establish AWS as the partner’s preferred cloud computing platform across all product and service lines
- Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
- Prepare and give business reviews to the senior management team.
- Manage complex contract negotiations and serve as a liaison to the legal group


· 15+ years of partner sales or business development experience in the software/technology industry
· Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners
· Experience engaging and influencing C-level executives
· Experience owning, driving and managing partnerships against quarterly targets
· Technical acumen, with experience driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models
· Experience developing unique joint value propositions and product strategy within AWS and in the partner organization
· Verbal and written communications skills are a must, as well as experience working across internal and external organizations.


- Computer Science background
- Partner and sales account management
- Knowledge of AWS and Infrastructure technologies, services and standards
- Knowledge of ISVs that deliver solutions to Public Sector