Startup ISV GTM Partner Manager, Global Startup Team

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate for an exciting new role at AWS as a Startup GTM PDM focused on US based startups. This role will support the overall success of the Strategic Technology Partner program in AWS Channels and Alliances, driving joint GTM (Go To Market) success for a portfolio of Amazon’s most strategic technology ISV partners. This position is fast paced, rich opportunity for someone to take their experience to the next level. As a Startup GTM PDM you will hold a holistic view of the business generated by your partners and will work across both the Strategic Technology Partner team and AWS field commercial sales to enhance and grow partner-related AWS revenue.

You will become key point of contact for a portfolio of ISVs by earning their trust on a continuous basis. You will earn trust through demonstrations of a deep understanding for their business issues and concerns, displaying competence in various business management disciplines and helping your partners build a successful and sustainable business delivering end customer solutions that incorporate the AWS cloud platform and services.

You will drive towards end-customer value that results in business growth to both ISVs and AWS by being partner-centric in all activities, serving as a leader and advocate for them within AWS, and accurately representing AWS within the partner’s organization. This role is unique from other roles in AWS in its overall focus on establishing and maintaining the GTM and co-selling execution plan with a set of ISV partners, and helping ensure that joint business growth metrics are set, met or exceeded.

Responsibilities:

• Orchestrate different resources within the AWS organization to support ISV partner GTM and co-sell activities and create/maintain a long-term, scalable joint GTM model that drives partner and customer success
• Be the “Go To” resource for ensuring key high-profile joint sales opportunities are sourced, developed and closed
• Maintain joint AWS/partner business plans, establishing clear, mutual commitments around co-selling. Review this plan in clear, periodic Business Reviews with partner and AWS stakeholders to monitor progress and establish corrective actions as needed
• Drive program execution across activities involved in the completion of commitments and goals established in the Business Plan, including coordination of AWS’s investments, lead generation-related activities, training and readiness, and join sales activities between your ISV partners and the AWS field organizations. Constantly maintain a clear view of the return on mutual investments
• Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’s adoption of solution stages. Hold reviews (for large opportunities) with both ISV and AWS Account Management teams to identify best practices to leverage and lessons to be learned
• Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals
• Work/Life Balance -Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
• Mentorship & Career Growth -Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. Our senior members enjoy one-on-one mentoring and thorough, but kind, code reviews. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future.
• Inclusive and Diverse Culture -Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Basic Qualifications

• 5+ years of technology related sales experience
• Direct field and sales management experience in working with enterprise customer