Anz Partner Sales Manager, Startup

7+ years of experience in sales or business development in the software/technology industry
Experience building deep and trusted relationships with interdependent stakeholders and decision makers - including direct and channel marketing, solution architect teams, product management and account management teams.
Experience working with partners through account management, product management, program management and business development engagements.
Experience engaging and influencing snr executives or founders on the buying decision process
Exceptional communications skills, with the ability to navigate effectively across internal and external organizations and stakeholders.

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world-changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS.

Key job responsibilities
Understand the various go to market programs within the consulting and technology Partner Community in a local market, a deep understanding of the partner capabilities and solutions that are uniquely capable of delivering products and solutions that will delight customers.
Advise customers and commercial sales teams on the value of partners, engagement, and recommend qualified partners to support customer needs.
Expand existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
Become a trusted member of the sales team to own deal execution with partners, leveraging Partner programs, and coaching partners on best practices.
Work closely with Partner Solution Architects (PSA) to ensure partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners with the right customers within the local market.
Continually identify, research, understand, translate and educate your stakeholders on benefits, value and capabilities of relevant partners.

A day in the life
As a Partner Success Manager within Amazon Web Services (AWS), you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of Amazon Web Services’ Cloud Computing Platform covering a wide area of services from infrastructure to Artificial Intelligence, IoT, Machine Learning, Big Data and analytics and Mobile services across AWS’s Startup customers by leveraging partners to scale and accelerate our growth.

You will act as a vital interlock by pairing the AWS account management teams & their leadership with specialist partners in the AWS partner ecosystem to help solve our customers business challenges and achieve their unique growth goals. This requires an expert understanding of the Startup segment strategy and the ability to build an effective engagement plan. You will be responsible for top line revenue growth and overall customer adoption across the customer set.

The ideal candidate will possess a demonstrated ability to engage at the CxO level as well as up and down the technology and commercial organisational chart, with enterprise customers and sales/field reps.

You will also demonstrate the capacity to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Prior experience working with Systems Integrators and Consulting Companies to achieve sales.
Prior direct sales experience is preferred, with a track record of meeting and exceeding quota / KPI’s
Experience working within the startup industry, having Cloud, SaaS, platform experience is highly desired.
Effective business and strategic planning for Go-To-Market and cross functional engagement

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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, disability, age, or other legally protected attributes.

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.