WW Cisco Category Manager, Cisco Category Management

The AWS Partner Organization (APO) is looking for a business development leader focused on Cisco as a strategic partner. The WW Category Manager for Cisco is responsible for building a global co-develop and build, market, and GTM strategy with Cisco. In this role you will be responsible for leading the creation of the Partner plan including identifying technical solutions to meet customer needs across categories like Security, Networking, Collaboration and through collaboration with AWS service teams, developing a global go to market (GTM) plan that outlines initiatives to generate opportunities, and identifying and delivering co-sell goals and revenue objectives with AWS Marketplace. In addition, the WW Category Manager for Cisco will manage a team that focuses on developing GTM initiatives with Cisco Partner and Sales Teams. Another aspect of this role is aligning with Cisco’s co-sell strategy leveraging consulting partners. You will be responsible for communicating the business objectives and results to both AWS and Cisco executives and implementing mechanisms to monitor, manage and engage with Cisco as a strategic partner.

Key job responsibilities

• Hire and develop PDMs, ensuring the right planning/execution against integration strategy, certifications, co-sell motions, governance, well-articulated technical use cases, and evangelism across multiple formats (writing, events, webinars, etc.)
• Build and deliver a strategic partner engagement plan, aligning AWS and Cisco leadership on shared near term and multi-year business objectives.
• Lead, negotiate and complete complex collaboration agreements
• Orchestrate services integration strategies with adjacent AWS native services and provide optimized ‘cloud native experiences’ for AWS and Cisco customers
• Partner with Cisco, AWS internal, and Channel Partners to build, operationalize and execute strategic GTM plans, contributing to annual operational planning
• Deliver operational and programmatic results through close coordination with APO stakeholders across our various teams and program owners, including solution architects, partner program owners, AWS and AWS Marketplace service team
• Create and maintain mechanisms for ‘working backwards’ from our partners requirements (roadmaps, evolving business models, new use cases, etc.) to enable better customer and partner outcomes
• Contribute to thought leadership targeting both internal ( narratives) and external audiences (partner webinars and AWS customer events)
• Orchestrate and influence leadership inside and outside AWS through the right governance frameworks

Basic Qualifications

• Deep knowledge of Cisco, market trends, and domain-specific architectural/technical intelligence
• 10+ years of partner management and/or - Sales/business development experience with experience building profitable global technology partnerships
• 7+ years of relevant work experience in partner management, sales, business development or product management in a technology company
• Bachelor’s degree in technology and/or business

Preferred Qualifications

• MBA or Graduate degree
• Knowledge of Cloud computing technology (ideally AWS) and software pricing models.
• A combination of sales, channel management, business development, product management and product marketing experience.
• Technical acumen and experience driving emerging/disruptive technologies in networking, security, containers, hybrid cloud, storage, virtualization, and Software as a Service delivery models.
• The ability to work creatively to develop unique joint value propositions and product strategy within a partner ecosystem.
• Experience working within enterprise software development industry, and with the enterprise customer journey to the cloud.
• Verbal and written communications skills, as well as the ability to work effectively across internal and external organizations
• Demonstrated ability to engage and influence C-level executives
• Presentation skills and the ability to articulate complex concepts to cross functional audiences

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

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


Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $154,900/y