Senior Partner Sales Manager, Startups

Amazon • Toronto • 2w ago

As a Senior Partner Sales Manager for Startups in Canada, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions. In the role, you will establish and maintain C-level, sales, and product relationships with strategic consulting (SIs) and technology partners to drive AWS services revenue with AWS account teams and our Startup customers. This requires managing business pipeline, conducting business reviews with partners, advising customers and sales teams on the value of partners, engaging best practices, and providing partner recommendations to customers. This role serves as a partner subject matter expert to identify trends, develop new partners, and grow field relationships. You’ll work cross functionally with internal team and partners to develop strategy, curate offers for local markets, and create campaigns.

By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities with partners that drive top line AWS revenue growth and overall market adoption with our AWS Startup customers. The chosen candidate will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with startup founders and partner leadership teams to support the AWS and partner sales processes. You 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. They should be a self-starter who is prepared to develop and execute against territory coverage plan and consistently deliver on revenue targets. The position also requires a strong technical acumen, along with working knowledge of software architecture and the software landscape.

Key job responsibilities • Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners with defined revenue and win targets. • Meet or exceed quarterly revenue targets by helping partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers. • Maintain a robust sales pipeline. • Create & articulate compelling value propositions around AWS services to customers and partners. Build deep relationships with customers and strategic partner(s) appropriate to your territory to fully understand their business, solutions and technical needs. • Work with partners to extend reach & drive AWS adoption. Support partners as they develop their solutions through formal AWS APN programs. Provide technical and architectural resources to assist your partners in customer engagements. • Drive business development initiatives in your territory in partnership with Partner Development, Sales, and Technical Team resources to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform. • Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals. • Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources). Prepare and give business reviews to AWS senior management teams. • Manage contract negotiations and AWS funding programs.

About the team AWS Global Sales AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

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 flexible work hours and arrangements are part of our 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 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: • 7+ years of technology related sales or business development experience • 7+ years of direct field experience selling software or cloud solutions • Experience communicating and presenting to Sr. leadership • Must currently reside in the greater Toronto area Preferred Qualifications: • Experience managing joint GTM success with consulting and technology partners, including development and tracking of joint sell-with and sell-through business activities • Experience in partner sales or overlay sales roles -building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions • Experience developing and promoting consulting and/or technology partner value propositions to direct sales organizations. Ideally working with the Small & Medium Business segment • Experience in enterprise software and familiarity with cloud computing platforms and services • Experience implementing effective joint GTM programs for consulting and technology partners including joint sales enablement, demand generation, lead tracking, deal registration and joint sales reporting • Demonstrated leadership, interpersonal skills, as well as a profound willingness to collaborate with multi-locational, cross-functional teams internally and externally • Sales DNA with a desire to coordinate field teams to develop and close high-profile deals • Experience working at a Startup or in the Startup ecosystem

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