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Description
Amazon Web Services (AWS) is leading the next paradigm in computing. Amazon Internet Services P LtdThe (AISPL) Commercial Sector team is looking for world class candidates to engage with and drive business outcomes with AWS Partners in the Small & Medium Businesses segment.
As the Indian economy moves to a high hear, the SMB segment is witnessing exponential growth and investments in a wide ranging areas across manufacturing, financial services, logistics, professional services, retail and real estate to name a few. The rapid digitization of this sector is supported by a diverse and vibrant partner ecosystem. The AWS Partner Network (APN) is a global community of partners that leverages programs, expertise, and resources to build, market, and sell customer offerings. Together, partners and AISPL can provide innovative solutions, address business and technical challenges, win deals, and deliver value to our mutual customers.
As Partner Success Manager – SMB, part of India Commercial Sector at AISPL, you are the local point of contact for the partners in your assigned territory. You are responsible for helping to build and execute on a strategy to drive partner goals for your territory/territories. Through ownership and close partnership with the Business development teams, your top priority is to enable quality customer outcomes and drive AISPL sales through partners.
Key job responsibilities
1) Create and articulate compelling value propositions around AWS services to customers and partners.
2) Accelerate customer cloud adoption by aligning with specific partner focused customer segments and industry verticals. Meet or exceed quarterly growth targets by helping partners originate and work with AWS stakeholders & partner sellers to close opportunities that drive AWS cloud growth. Ensure customer satisfaction.
3) Develop long-term strategic relationships with key accounts at the C-levels of Business & IT and partners appropriate to your territory to fully understand their business, solutions and technical needs
4) Manage and close pipeline of business in your territory. Maintain an accurate forecast and various business reports. Manage complex contract negotiations and serve as a liaison to the legal group
5) Prepare and give business reviews to the senior management team
6) Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions
7) Execute the plan while working with key internal stakeholders (e.g. account teams, specialist BD teams, services teams and BD, partner marketing and partner development & success resources)
A day in the life
A typical day for a partner success manager (PSM) begins with conversations on the progress of sales campaigns and discussions for planning future sales plays. PSM may engage in discussions with customers and partners on progressing large or strategically important or scale opportunities and initiatives. Understanding a vibrant and evolving partner ecosystem is an ongoing activity, PSM spends a few minutes every day to talk to partners/partner development teams on new solutions and capabilities available in the ecosystem.
BASIC QUALIFICATIONS
Direct sales / channel sales experience.
Presentation and writing skills and the ability to articulate complex concepts to cross functional audiences.
Verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
Experience of working in the enterprise software industry and matrix organizations.
Deep experience of managing joint GTM success with 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.
Demonstrated leadership, interpersonal skills, as well as a profound willingness to collaborate with multi-locational, cross-functional teams internally and externally.
Meets/exceeds Amazon’s functional/technical depth and complexity for this role
PREFERRED QUALIFICATIONS
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Masters degree in business management or marketing – Channel management Experience or sales/business development
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Familiarity with cloud computing technology
