ANZ Alliance Lead – Business Consulting & Advisory Partners (BCAPs), APJ Partner Organisation Amazon (AWS)
ANZ Alliance Lead – Business Consulting & Advisory Partners (BCAPs), APJ Partner Organisation Our mission is to be Earth's most customer-centric company. This is what unites Amazonians across teams and geographies as we are all striving to delight our customers and make their lives easier, one innovative product, service, and idea at a time.
Why Amazon (AWS) AWS is where innovation, risks, and ideas are celebrated. We are builders, we try new things, and imagine big dreams. It is still Day 1 for us, and we are looking for curious and passionate people to expand our diverse teams of thinkers, testers, and doers.
About the role DESCRIPTION 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.
Would you like to own the relationships with the key firms in the Business Consulting & Advisory community and inform decision making on the impact of leveraging Amazon Web Services to drive industry innovation? Do you have the business acumen, technical insight, and experience necessary to mesh with the C-Level and Management Consulting Community to help further establish Amazon as the leader in the cloud computing space?
As a partner development manager within AWS, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's cloud computing platform within the strategic advisory community and their clients. Your responsibilities will include developing deep business, strategic, and technical relationships with the different Management Consulting firms and their client base to identify areas where we can jointly unlock significant business potential. You will work closely with the AWS sales team to drive the day-to-day interactions with our partners and enterprise customers in order to create long-term business opportunities.
You'll work closely with these partners to identify and build innovative industry solutions that drive transformational change within their clients. Finally, you will leverage your relationships and experience within the C-Suite to become a trusted advisor to the partners and AWS sales teams and drive innovation, business outcomes, and industry transformation with marquee enterprise customers.
The ideal candidate will possess both a business background that enables them to drive engagement at the CxO/VP level, as well as a technical background that enables them to easily interact with our solution architects and professional service teams. They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges with the ability to develop and convey compelling value propositions and build consensus across the organization. A keen sense of ownership, drive, and execution is a must.
Key job responsibilities Work with Business Consulting & Advisory Partners (BCAPs) to identify joint enterprise clients where we can jointly deliver business impact Serve as a key member of the North American partnership team in helping to define and deliver the joint go-to-market strategy Engage with the AWS field sales and business development team to maximize the success of the BCAPs in supporting our customers Engage the leadership of each BCAP team to develop and execute strategic go-to-market approaches Execute the strategic business development plan while working with key internal stakeholders (sales teams, partners, marketing, support, etc.) Work closely with the Partners to build and enable practices around AWS and shape how the partners position AWS to their clients Drive innovation within industry verticals with the BCAPs – bringing customers and advisory firms together from idea to market solutions Understand and actively utilize salesforce.com and other internal Amazon systems Prepare and give business reviews to the senior management team regarding progress and roadblocks to establishing new Partner engagements and solutions Handle complex engagements and the fast pace of the cloud computing market BASIC QUALIFICATIONS Relevant business level technical knowledge (e.g., Cloud, virtualization, AI/ML) with respect to how companies are leveraging these capabilities to drive business outcomes and the challenges they face in achieving them. Experience with account management, relationship management and solution selling Experience working within the technology industry is highly desired Experience within and knowledge of the top-tier Management Consulting community (4+ years) with demonstrated capability to drive complex sales cycles and transformative deals Degree required PREFERRED QUALIFICATIONS The right person will be technical, analytical, and possess 10+ years of business development, strategic partnerships, or program/product management experience. Experience with alliances or partnerships Industry depth in 2 key market segments – Pharma, Telecom, FS, Manufacturing, etc. Strong verbal and written communications skills are a must, as well as leadership skill, and demonstrated ability to work effectively across internal and external organizations MBA, Masters or equivalent executive level experience What you'll be responsible for Outbound Prospecting: Generate new sales opportunities and move them through the funnel by drafting outreach messages and sequences, and identifying the needs of customers Sales Pipeline Management: Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities Sales Team Enablement: Identify opportunities to enhance processes and resources that enable team performance and time spent with prospects or customers Skills you'll need Results orientation: Focuses on outcomes and the steps it takes to achieve them Critical thinking: Identifies and synthesizes patterns and trends amongst various sources of information to reach a meaningful conclusion, perspective or insight Problem solving: Identifies problems and develops logical solutions that address the problems #J-18808-Ljbffr