Description
In this role, you will establish deep business and technical relationships with an AWS partner through your knowledge of the customer's mission flying satellites, aircraft and processing geospatial and mission data. You will have day-to-day interactions with your partner in support of their mission with their public sector customers and workloads. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects. He/she/they should also have a demonstrated ability to think strategically about the mission, product and technical challenges, with the ability to build and convey compelling value propositions. In addition, technical skills and background are essential as AWS targets customers that are looking for front line technical expertise and cloud experience (sales and implementation).
Key job responsibilities
Serve as a key member of the AWS public sector partner team in helping to drive overall AWS market and technical strategy.
Own relationships with a large public sector Aird and Defense account.
Work collaboratively to develop and advance relationships to grow AWS revenue through assigned partners.
Maintain an accurate and robust pipeline and forecast of business opportunities.
Understand and navigate public sector contracting vehicles and procedures.
Set a strategic sales plan ensure it's in line with the AWS strategic direction.
Understand the technical considerations and certifications specific to the public sector.
Execute the strategic sales and business development plan while working with key internal stakeholders.
Identify specific prospects/partners/channels to approach while communicating the specific value for their use case.
Work closely with the AWS sales, product and technical teams to foster joint pursuits.
Understand the technical requirements of our customers and work closely with the internal development team to guide direction of our product offerings for developers.
Prepare and give business reviews to the senior management team regarding progress and roadblocks.
Manage complex contract negotiations, including government contracting, and liaison with the legal group.
A day in the life
A typical day would include meeting with your customer, team members and AWS stake holders to work through and solve customer challenges or mission objectives in AWS.
About the team
The team you will be working with is a hand picked team of talented individuals with varying background in DoD, Intelligence, IT operations and product management.
Basic Qualifications
7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
10+ years of business development, partner development, sales or alliances management experience
Preferred Qualifications
5+ years of building profitable partner ecosystems experience
Experience developing detailed go to market plans
Experience in business development, partner development, sales or alliances management
Experience positioning and selling technology to new customers and new market segments
Experience identifying, developing, negotiating, and closing large-scale technology deals
Ability to drive strategic technology discussions at multiple levels with partners.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits . This position will remain posted until filled. Applicants should apply via our internal or external career site.