Job description
(Located in Melbourne)
AMAZON Web Services is leading the next paradigm shift in computing and is looking for world class candidates to join our Solution Provider Program, leading our channel ecosystem across the Australia-New Zealand Region, including global and national system integrators, global and local ISV’s and other specialist service providers. Specifically this role will focus on driving revenue, solutions and market adoption through the AWS ecosystem in Australia and New Zealand.
As a Partner Business Development Manager within Amazon Web Services (AWS), you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s utility computing web services (including Amazon S3, Amazon EC2, Amazon CloudFront, Amazon RDS) across the ecosystem.
Your broad responsibilities will include leading all aspects of the AWS channel strategy for ANZ, working with our direct sales, SI and ISV partner teams in recruiting, enabling and supporting AWS solution providers, establishing new business and technical relationships, and managing the day-to-day channel operations in order to build long-term business and marketing opportunities.
The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CXO/VP level, as well as a technical background that enables them to easily interact with software developers and architects.
He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.
Roles & Responsibilities:
Serve as a key member of the APAC Business Development team for ANZ in helping to drive overall AWS market and technical strategy
Have a broad based understand of cloud technologies
Develop an ANZ-specific channel strategy which will build long-term, sustainable growth
Provide leadership to the ANZ partner development team Execute the global and regional plans to recruit, on-board and measure new partners into the solution provider program
Execute the strategic business development plan while working with key internal stakeholders (e.g. service teams, legal, support, etc.)
Identify specific prospects/partners to approach with a technical value proposition for using AMAZON Web Services Work with specific prospects to educate, and enable them for using Amazon Web Services APIs to develop and industrialize market relevant solutions
Fill the business development pipeline by engaging with prospects, partners, and key customers, working closely with our local sales team
Understand and exploit the use of salesforce.com and other internal Amazon systems
Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers
Manage complex contract negotiations and serve as a liaison to the legal group
Develop long-term strategic partnerships in support of our key markets
Handle ad-hoc incoming inquiries and qualify them as potential Amazon Web Services Business Development targets.
Desired Skills and Experience
Basic Qualifications:
The right person will have a balanced technical and analytical background and possess 15+ years of sales and/or business development experience
More than 10 years in channel related roles across in ANZ is a requirement
Experience working within the enterprise software industry is highly desired, especially in the virtualization, cloud or enterprise software spaces
Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
Bachelors degree required; MBA and/or Computer Science or Math background highly desired; working knowledge of software development practices and technologies highly desired.
Preferred Qualifications:
The right person will have a balanced technical and analytical background and possess 15+ years of sales and/or business development experience
Exposure to complex deal shaping, particularly multi-year managed services arrangements
The ability to leverage existing contacts/relationships across the ANZ channel is preferred.
