Job Description

DESCRIPTION

Amazon Web Services (AWS) is the pioneer and recognized leader in Cloud Computing. Our web services provide a platform for IT infrastructure that is used by hundreds of thousands of developers and businesses around the world. With the launch of AWS Outposts, AWS cloud services can now be deployed in any physical location, including directly into a customers data center or chosen colocation vendor's facility.

Position Overview
The AWS EC2 Go-To-Market Specialist Team is seeking a motivated, detail-oriented, data-driven, business development manager to provide thought leadership, develop solutions, define market targeting strategies, plan demand generation, and deliver enablement programs that drive Outposts business through indirect sales channels with our customers in Financial Services. This role will partner cross-functionally with Amazon Partner Network (APN) teams to drive engagement with ISV, consulting, and systems integration partners, who are critical to the success of the Outposts business, field marketing teams, sales and solutions architecture teams.
AWS Outposts provides customers with an exciting new option to extend the AWS region including various AWS services directly into their data center or colocation facility, to solve for specific needs around latency, edge computing, or data residency. Unlike competing solutions, Outposts provides a 100% consistent experience for customers in terms of APIs, operational best practices, and via single-pane-of-glass management.

The ideal candidate will possess a skillset that blends sales skills, launch and go-to-market experience, ability to define, launch and scale programs, and a solid understanding of the enterprise datacenter, from purchasing behaviors, to incumbent solutions, to workloads architecture. The candidate will have the technical depth and business experience to easily communicate the benefits of AWS services, platforms, and frameworks in the AWS cloud to customers, CXO-level buyers, ISV's, system integrators, and colocation partners. Finally, the ideal candidate will have a track record and an intimate understanding of how to influence partners to drive new business.

Roles & Responsibilities:
Analyze and recommend programs for revenue growth for Outposts;

Provide coaching and Outposts subject-matter-expertise for new channel opportunities;

Work closely with APN teams to identify and set priorities for engaging the ISV community to improve solution readiness and remove deal obstacles;

Ensure that all partners are referenceable and enthusiastic supporters of Outposts;

Develop segmentation and buying pattern strategies for identifying net-new Outposts opportunities through channels;

Define and participate in events, sales plays, and demand gen programs;

Collaborate across service/product teams, sales, and APN to assure a consistent GTM and partnership motion;

Define and engage with all customer stakeholders, from IT admin to CIO as appropriate to guide deals to closure;

Engage with partner technical and business leads to establish the Outposts value proposition, along with integration and solution strategies;

Serve as an evangelist for the AWS Outposts platform within AWS and externally;

Develop a standard market intelligence framework and dynamic analytic model to be utilized by the AWS Sales, Business Development and marketing teams;

Define forecasts, goals, and success criteria. Establish ways to track metrics related to adoption of the AWS Outposts platform, and make improvements to the approach based on those measurements;

Prepare and give business reviews to the senior management teams regarding progress and metrics.

BASIC QUALIFICATIONS

Good understanding of application architectures, including servers, storage, networking, and solution-level elements such as disaster protection and resilience strategies;
An understanding of enterprise cloud adoption obstacles and strategies;
An understanding of the role of ISVs, IHVs, and consulting partners in the IT landscape;
5 years of partner management experience, including designing and implementing enablement, demand generation, and joint-sales programs with defined goals and success criteria;
Good understanding of various partner program structures including sell-with, sell-through, white-labeling, and marketplace solutions;
A great evangelist and presenter;
Ability to establish advocacy across department boundaries, including setting goals and tracking deliverables for people in other organizations;
BS or BA degree

PREFERRED QUALIFICATIONS

Good knowledge of AWS services and cloud computing in general;
Understanding of common enterprise workloads and how they vary in requirements;
Demonstrated ability to act with a sense of urgency, balanced with diplomacy.
Thrive in a fast-paced environment, able to navigate changing priorities and ambiguities.
History of adapting to different job roles based on different business needs
MBA degree

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.