Sr. Partner Development Manager, Security, DevOps and Observability, Partner Organization

Job description

Description
Sr. PDM, Observability

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 on the Container ecosystem.

Your job will be to use these strategic partners to help deliver on AWS’ strategy to drive enterprise adoption of the AWS cloud computing platform, which includes Amazon S3, Amazon EC2, Amazon SimpleDB, Amazon RDS and many more cloud services.

Responsibilities will include driving C-level and field relationships with your partners and with the AWS sales field, guiding the development and launch of joint solutions in the container / public cloud space, 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 sales background that enables them to manage joint GTM efforts and to easily interact with enterprise customers.

The ideal candidate should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions.

The position also requires a strong technical acumen and familiarity with Observability technologies including Datadog, New Relic, Dynatrace, and others.

Key job responsibilities

- Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology integration, marketing and business development initiatives.
- Serve as a key member of the AWS alliance team in helping to define and deliver our go-to-market strategy with container partners.
- 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 business development and sales 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.).
- Ensure that AWS is each partner’s preferred public cloud computing platform across all partner product lines.
- Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
- Have working experience 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 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).

About the team
This position is part of the AWS Specialist and Partner Organization (ASP).

Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed.

Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners.

Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Diverse Experiences
Amazon values diverse experiences.

Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply.

If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform.

We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance
We value work-life harmony.

Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture.

When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious.

Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences.

Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer.

That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Basic Qualifications
- 6+ years of developing, negotiating and executing business agreements experience
- 6+ years of business development, partner development, sales or alliances management experience
- Experience working and communicating with multiple stakeholders and cross functional teams including direct and channel marketing, solution architect teams, product management and account management teams
- Knowledge of AWS Infrastructure
Preferred Qualifications
- Bachelor's degree
- 12+ years of work at a technology company as the account and relationship manager of a large global organization experience
- Experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
- Experience in exceeding quota and key performance metrics
- Experience engaging and influencing senior executives
- Experience communicating and delivering presentations to customers, stakeholders, and/or teammates

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies.

Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position.

These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation.

Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers.

If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information.

If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets.

The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/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.

Required Skill Profession

Other General