• 7+ years of direct sales or business development in software, cloud or Saa S markets selling to C-level executives experience
• 10+ years of business development, partner development, sales or alliances management experience

Would you like to own building the future for a leader in the Cloud Computing business in the public sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by leading the Go-to-Market strategy for a strategic system integrator partner? Do you have the partner and business development experience, cloud technical background, and relationships with system integrators? AWS Partner Account Managers (PAM) do all this and more. AWS PAMs work with a select group of large partners to develop go-to-market strategies for expanding industry offerings and emerging solutions with AWS consumption by Public Sector organizations.

You will work closely with AWS Account Executives, Solution Architects, technology and industry SME’s and Partner Marketing to develop and drive new routes to market to create pipeline and awareness for new joint offerings. The ideal candidate will possess a business background that enables them to engage at the Cx O level, technical personnel, and easily interact sales/field reps. Successful PAMs think strategically about business, product, and technical challenges and convey compelling partner value propositions.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten 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 Amaze Con (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.

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.

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. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

Key job responsibilities

• Serve as a key member of the AWS Public Sector Industry Partner Team in helping to drive overall AWS and Partner market and technical strategy.
• As a Partner Account Manager (PAM), you will work closely with AWS Account Executives, Solution Architects, Industry/Technology SME’s and Partner Marketing to develop and drive new AWS revenue opportunities.
• Work with AWS partner solution architects to help assigned partner to define go to market solution offerings utilizing the AWS service portfolio
• You will use AWS mechanisms for achieving results and iterating improvements and lead a global extended team to deliver results in a space that operates like a start-up.
• Create and execute Joint Partner Business Plans to accelerate AWS revenue, target new markets, and ensure alignment with the AWS strategic direction and working with key internal stakeholders
• Support the partner's opportunities through formal AWS APN programs and other resources.
• Communicate to AWS Partner teams, field sales, solutions architects, business development and others as needed on partner's offering capabilities and successes.
• Prepare and give regular business reviews to the AWS senior management team

A day in the life
The Partner Account Manager is an individual contributor role but will be responsible for providing global business leadership and management for a key Systems Integrator (SI) for the US Public Sector business. You will define a CXO relationship strategy, including engaging with AWS senior leaders for executive sponsorships, coordinating executive business reviews, and gaining support for GTM offerings and solutions. You will build and maintain key relationships, work with a team of Partner Managers to develop and manage a pipeline of opportunities, monitor deployment projects and engage remote resources. You will be responsible for driving revenue growth and KPI’s, enablement and overall end customer adoption across all market segments for target offerings and solutions.

The ideal candidate will possess the business background that enables them to engage at the CXO level, the channel experience to understand the needs and capabilities of a SI, the maturity to work with internal and external global stakeholders to achieve desired goals and outcomes. They 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.

• 5+ years of building profitable partner ecosystems experience
• Experience developing detailed go to market plans