Principal Development Manager - Strategic, WW - ISV, Splunk Partnership, Cisco Partnership

AWS Independent Software Vendor (ISV) Partner Engagement Specialist

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to engage with a strategic AWS Independent Software Vendor (ISV) Partner. Your job will be to work with this strategic partner to deliver value for the partner and its customers, supporting AWS strategy and drive accelerating enterprise adoption of the AWS cloud computing platform.

Responsibilities include driving co-innovation with the ISV partner and supporting the engagement of field relationships with your partner's sales and managing the development and launch of joint solutions with the partner and coordinating on joint GTM plans globally. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, you will be responsible for driving top line revenue growth for the partner and AWS and overall market adoption.

An extensive business background combined with CXO level engagement through prior roles in sales and business development are critical to success in this role. You should have a demonstrated ability to think strategically about business, markets, product, and technical challenges within multiple technology segments as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with Security, Observability, Cloud and AI.

Key job responsibilities:

• Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology development, marketing and sales initiatives.
• Serve as a key member of the AWS partner alliance team in helping to define and deliver go-to-market strategies.
• Engage partner's field sales organizations, channels and end customers to create and drive enablement and joint opportunities.
• Ensure that there is a strategic business plan for target markets, products and ensure it's in line with the AWS and the partners strategic direction.
• Set and manage revenue targets and work with your team of GTM Partner Development Managers (PDM), partner and AWS sales organizations to achieve/exceed goals.
• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure that AWS sales field and partner business managers work closely with each partner's customer base to maximize success using AWS.
• Build the value proposition to ensure that AWS is the partner's preferred public cloud computing platform across all partner product offerings.
• Understand the technical requirements of the partner and work closely with the internal AWS development team to guide the direction of our product offerings.
• Prepare and give business reviews to the senior management team.
• Manage complex negotiations and serve as a liaison to the legal and finance groups.
• Ensure operational rigor across the Technology Center of Excellence (COE) and regional territory management, account management, and business reviews (internal/external).

About the team:

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Diverse Experiences:

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS:

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance:

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.

Inclusive Team Culture:

Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth:

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.