Sr. Manager Partner, AWS

Company Description

MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.

Job Description

Job Description  

The North America AWS Partner Manager has the mandate of running the relationship with AWS in the US and Canadian territories.   This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with AWS.   The Partner Manager (PM) will have a myriad of different responsibilities to ensure leverage and consistent engagement with AWS to drive customer engagements, qualified pipeline, AWS sourced pipeline, and cloud bookings that meet and exceed quota and expectations. The PM will be part of the team that coordinates Strategy’s sales activities and will be a central conduit for engagement management between Strategy’s sales organization and AWS. The role will report to the VP of global Strategic Alliances, based in North America. This position will be a knowledge expert on all aspects of the AWS partnership and will be asked to present at QBRs, executive meetings, training, and events. The PM will demonstrate a deep understanding of AWS strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events, and funnel management.  At a high-level, the ultimate major responsibility is to leverage the relationship with AWS to generate partner sourced pipeline and revenue. 

Location 

Non-negotiable requirement:  work from the Strategy headquarters in Tysons Corner, Virgina, at least 4 days a week 

The Focus:   

• Manage the relationship with AWS in North America and help design activities to take the relationships to the next level. 

• Manage all joint sell with and go to market activities with AWS. 

• Generate net new logo, AWS sourced pipeline by leveraging AWS co-sell motion, joint marketing and driving account planning sessions with the Strategy sales organization. 

• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports.  Focus on AWS sourced pipeline and revenue. 

• Facilitate co-selling opportunities, account mapping and other sales engagements between Strategy's field sales and the AWS sales teams. 

• Support Strategy's field sales organization on engagement management with AWS. 

• Create and publish joint sales and marketing assets with AWS. 

• Assist with providing content for AWS training curriculum and sales enablement. 

• Coordinate activities and be involved with the AWS virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud and AI strategy. 

• Develop annual strategic plan and performance goals for the AWS partnership. 

• Provide support and coordination for channel activity with each AWS. 

• Understand and articulate AWS’s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of the partner. 

• Provide an escalation point for pre-sales and post sales issues for any activity with AWS. 

• Build and maintain relationships with key personnel at AWS to solidify Strategy's standing and awareness within the provider and to assist in the development of key relationships with the extended Strategy's sales team and executives. 

• Help provide insight in the support of AWS’s events and attend/participate in the events. 

• Provide support in the form of expertise and training for AWS’s field sales enablement. 

Job Requirements   

• BA, BS (or equivalent work experience), MBA preferred. 

• 5+ year's experience in Sales Leadership - Account, Alliance, or Partner Management. 

• Proven experience in the management of large global or Hyperscaler partnerships 

• Strong relationship and