AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
At AWS, we are redefining the boundaries of cloud computing and empowering businesses to achieve unprecedented growth and innovation. As an Enterprise Partner Sales Manager within the ASEAN Partner Sales organisation, you will be at the forefront of this transformative journey, driving strategic partnerships and unleashing the full potential of the cloud for enterprise customers through Partners.
As the Partner Sales Manager within Amazon Web Services (AWS), you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon's utility computing web services (including Amazon S3, Amazon EC2, Amazon CloudFront, Amazon RDS) within the portfolio of partners and solution providers. Your broad responsibilities will include helping to define and execute against our Enterprise partner strategy for the Philippines and ASEAN to drive new customer launches for our Enterprise customers in the Philippines by establishing business and technical relationships, and managing the day-to-day interactions with these organizations in order to build long-term business and marketing opportunities. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CXO/VP level, as well as a technical background that enables them to easily interact with software developers and architects. They 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.
Key job responsibilities
- Serve as a key member of the Enterprise Philippines team in helping to drive the overall AWS partner strategy.
- Own and drive through from qualification to closure pipeline of partner originated and AWS originated opportunities to drive contribution to revenue growth for our Enterprise Philippines segment.
- Have a broad based understanding of cloud technologies.
- Develop a group of committed partners including a plan to recruit, on-board, educate and measure them in the Philippines.
- Develop and execute the strategic sales growth plans while working with key internal stakeholders (e.g. sales, marketing, legal, support, etc.).
- Work with specific prospects/partners to develop the business value proposition for using our services and solutions for the specific prospects/partners; educate and enable them for using AWS solutions.
- Establish the business development pipeline by engaging with prospects and key customers.
- Prepare and give business reviews to the senior management team regarding progress against budgeted plan and any potential roadblocks to closing new customers.
- Manage complex contract negotiations and serve as a liaison to the legal group.
- Develop long-term strategic partnerships in support of the market strategy.
- Handle ad-hoc incoming inquiries and qualify them as potential AWS partnerships and customer targets.
A day in the life
As a Partner Sales Manager at AWS, each day presents an opportunity to shape the future of cloud computing and empower partners to unlock their full potential. Your role is a catalyst for innovation, fostering strategic partnerships that drive digital transformation and accelerate enterprises towards unprecedented growth and success.
You will engage with partners to understand their unique business model, goals, and capabilities, identifying areas for growth. Through tailored enablement programs, training, and sharing of best practices, you will co-sell with partners to the enterprise customers.
Collaboratively, you will develop business plans, go-to-market strategies, and value propositions aligned with enterprise customers' needs. Throughout the sales cycle, you provide coaching to partners, leveraging AWS's resources to help partners navigate complex opportunities and deliver tailored solutions.
You will conduct regular performance tracking, constructive feedback, and continuous improvement initiatives to further empower partners to optimize operations and achieve their objectives.
About the team
Proactive: We take the initiative and ownership to anticipate the needs of our partners and customers.
Adaptive: We understand that every partner is unique, and we tailor our approach to meet their individual goals and challenges, ensuring maximum success and satisfaction.
Relationship-driven: We prioritize building strong, long-term relationships with our partners, based on trust, transparency, and mutual respect.
Teamwork: Collaboration is at the heart of everything we do. We work closely with our partners and across internal teams to achieve our shared objectives and drive mutual relevancy & growth.
Networked: We leverage our extensive network of partners to connect to other partners, with valuable opportunities, insights, and support.
Earn Trust : We earn trust with our partners and empower them with the knowledge, tools, and resources they need to unlock their full potential and achieve their business objectives.
Results-oriented: We are laser-focused on delivering results and tangible value for our partners, working backwards from our customers' needs.
We are open to hiring candidates to work out of one of the following locations:
Taguig, PHL
BASIC QUALIFICATIONS
The right person will have a balance of technical and analytical background; possess extensive sales, Channels and/or business development experience.
Other requirements include:
- Degree/MBA in relevant disciplines with at least ten years of working knowledge of software development tech companies.
- Extensive channel and alliance experience in Philippines is an essential requirement to be successful in this role.
- Strong verbal and written communications skills as well as the ability to work effectively across internal and external organizations.
- Experience as an Account Manager or sales overlay role.
PREFERRED QUALIFICATIONS
- Experience working within the software industry is highly desired, especially in the virtualization, cloud or software spaces.
- Exposure to and experience is developing channel programs to deliver sustainable revenue.
- Culturally aware and have good interpersonal skills; able to collaborate across different functional teams and internal stakeholders.