Business Development Manager – AWS Marketplace, APJ , APJ Partner Programs

DESCRIPTION

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Have you ever thought about the next model for software, SaaS and Data procurement and deployment? Do you have the business acumen and technical expertise to support our customers and partners to help solve their business challenges with cloud technology? Amazon Web Services (AWS) is looking for people who thrive in an environment where you are faced with new things every day and have the latitude to figure it out and run with it.

AWS Marketplace (http://aws.amazon.com/marketplace) enables enterprises and startups to optimize how they discover, migrate, procure, and deploy trusted third-party software, data, and professional services as they migrate to and build in the cloud. We are looking for an experienced and dynamic Business Development Manager to join the APJ Partner Programs team to drive the expansion of AWS Marketplace in APJ.

In this role, you will work with the AWS Marketplace, Sales and Partner teams to engage AWS partners and customers solve for their top business challenges that can be addressed by AWS Marketplace. You will take a programmatic approach that enables scale, be a subject matter expert on core and new product capabilities, and dive deep with select set of customers and partners. You will work with partners to integrate AWS Marketplace functionality (APIs, CRM connectors, reporting, automation) into their processes, and with customers to enable them to use buyer functionality (Future Dated Agreements, Free trials, ISV solution financing). Working backwards from the needs of the business, you will also support critical initiatives and partner programs to drive overall outcomes.

You should have a strong technology background, as well as strong business development skills that enable you to engage at the executive level both internally and externally. You will have a demonstrated ability to think strategically about customer & partner, as well as the product. You should be self-motivated, customer-obsessed, able to operate in a multi-faceted way, delivery-focused and should understand what it takes to build a long term business. This position has a high level of external and internal visibility. You will need to be able to communicate clearly and compellingly both in writing and through your presentation skills.

Key job responsibilities
– Develop short term and long term strategic AWS Marketplace Go-To-Market plans, focused on product capabilities and automation that AWS Marketplace brings to the procurement and sales process
– Identify specific customer segments and partners to approach with a joint value proposition for using AWS Marketplace
– Collaborate with engineering project stakeholders to define and deliver services and enhancements of existing services on agreed upon milestones.
– Understand the technical requirements of customers and partners and work closely with the internal development team to guide the direction of our product offerings.
– Anticipate bottlenecks, solicit customer and partner feedback, anticipate and make trade-offs
– Work backwards from the needs of the business to own and support other critical initiatives/ partner programs
– Educate and enable the AWS field sales teams and increase visibility and capability of AWS Marketplace products
– Prepare and provide business reviews and executive communication to the senior management team.
– Ability to travel 10 to 15% as necessary to implement new programs, meet with customers, prospects, partners, account teams.

A day in the life
You will work with partners and customers to understand their needs and desires in solving their top business challenges. The role involves collaborating with partners to seamlessly integrate AWS Marketplace functionality into their processes, leveraging technical expertise in APIs, CRM connectors, reporting, and automation to optimize workflows, while providing support for partner programs to drive satisfaction, growth, and overall AWS Marketplace adoption. You will also guide customers in adopting key AWS Marketplace buyer features, including Future Dated Agreements, Free Trials, and ISV solution financing, to optimize their purchasing process. This team sits at the intersection of customer/partner needs and product engineering, facilitating communication to achieve exceptional AWS outcomes.
You will be part of the APJ Partner Program team (part of Partner Core) and work closely with the AWS Marketplace Business Development team.

About the team
Diverse Experiences
AWS 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.

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 & 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.

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.

BASIC QUALIFICATIONS

– 5+ years of developing, negotiating and executing business agreements experience
– Experience managing programs across cross functional teams, building processes and coordinating release schedules
– Experience developing strategies that influence leadership decisions at the organizational level

PREFERRED QUALIFICATIONS

– Experience interpreting data and making business recommendations
– Bachelor’s degree and/or MBA
– Experience in Partner Management or experience having worked at an AWS Partner
– Experience with integration of technology into business processes
– Full cycle sales experience (prospecting to contract execution)

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.