The AWS Partner Organization (APO) aims to provide a cohesive and exceptional experience for customers working with our extensive network of over 100,000 partners. We view our partners as customers, and we're committed to achieving mutual success, earning trust, and establishing long-term, durable relationships.

In this role, you will work with partner executives, AWS senior management and cross functional teams on strategic, large and/or complex opportunities. This is an individual contributor role to lead deal qualification and create a differentiated play to enable the partner and AWS help and incentivize the customer in faster and more efficient adoption of AWS cloud. You will be involved in the critical phases of the sales life-cycle, work with external and internal stakeholders in designing, shaping and closing deals to acquire net new customers for AWS.

The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses, to influence decision makers in a consultative selling approach (preferably through previous consulting, sales or similar customer experience) to progress decision making through their personal involvement with developing and presenting a compelling business case. We are seeking someone who is innovative, creative, analytical, technical and can think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions.

You should be passionate about solving complex problems, can work effectively with senior cross-functional teams and thrive in a fast-paced setting that is constantly evolving. Proving you are an effective negotiator possessing cloud knowledge is a critical part of this job.

Key job responsibilities

Your key objectives will include:

-\tBuild and support a Partner-led strategy for winning strategic deals establishing AWS as the customer's preferred choice.

-\tAct as trusted advisor and thought leader to AWS partners and AWS sales leadership in the development of deal strategy.

-\tCoach partners, enterprise account teams, structure complex deals and build compelling proposals to best address industry business outcomes of our large enterprise customers holistically, allocate resources and investments, and reduce resolution time.

-\tSupport decision making with high level of judgement in fast-pace cycles, monitor progress, and facilitate rapid responses to customer and partner needs with SLAs agreed across various functional leads.

-\tProvide leadership with visibility and produce insights of blocked pipeline and friction points to develop mechanisms that accelerate deal velocity with #OneTeam resources.

-\tDevelop and support commercial strategies that drive significant business impact.

-\tWork with data to measure business impact, strategic costs and benefits of partnerships. Create scalable mechanisms, driving operational excellence.

We are open to hiring candidates to work out of one of the following locations:

Dallas, TX, USA | New York, NJ, USA | Seattle, WA, USA

BASIC QUALIFICATIONS

- Basic Qualifications

- 15+ years of experience in partner management and sales leadership, in the technology/cloud industry

- 15+ years of experience with Global System Integrators and/or large enterprise sales and complex agreements

- Experience developing strategies and presenting complex problems breaking them down into simple components that influence leadership decisions across multiple organizations.

- Experience influencing internal and external, technical and sales stakeholders

- Experience structuring and negotiating complex agreements and leading cross functional groups to orchestrate and successfully complete deals

- Bachelor's level degree in Business, Economics, Technology or Finance (or equivalent work experience).

PREFERRED QUALIFICATIONS

- MBA, advanced degree in a Quantitative Field, or equivalent relevant experience.

- Experience selling to Fortune 1000 or Global 2000 organizations

- Demonstrated success in building and presenting technology use cases, ideally in AWS services

- Experience in strategic business development, business consulting, product management, investment banking, legal or other fields that involve commercial partnership negotiations

- Experience leading cross-functional groups to debate tradeoffs, drive alignment and make high-judgment decisions related to critical partnerships/projects

- Strong financial acumen with ability to analyze profitability of a long-term partnership

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.

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