Job Requirements
Arlington, VA
Top Secret Polygraph Unspecified
Career Level not specified
$142,800 - $193,200
Job Description
Description
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 engaging with a key Public Sector systems integrator (SI) who is reinventing their IT strategy by adopting and delivering cloud computing solutions? Do you have the business development experience necessary to help further establish Amazon as a leading cloud platform provider?
You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams. Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.
In this role, you will establish deep business relationships in the US with the AWS partner through your knowledge of the partner's strengths and capabilities and their Public Sector customer base. You will have day-to-day interactions with our partner in support of Public Sector customers. Effectively developing and managing this SI will require that you establish deep business relationships through your knowledge of the Public Sector industry and customer requirements. Through these relationships, you will be responsible for growing internal adoption of AWS. You will also work very closely with the AWS Partner team to drive joint sales engagement, as well as strategically plan for development of future opportunities and pursuits.
This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.
Key job responsibilities
Roles & Responsibilities:
- Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
- Manage a large Systems Integrator (SI), developing and advancing relationships and growing AWS revenue through this partner.
- Maintain an accurate and robust pipeline and forecast of business opportunities
- Understand and navigate Public Sector contracting vehicles and procedures.
- Set a strategic sales plan for your target market and ensure it's in line with the AWS strategic direction.
- Understand the technical considerations and certifications specific to the Public Sector.
- Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
- Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
- Manage complex contract negotiations and liaison with the legal group.
- Deep understanding of the partner's capabilities and solutions that will delight customers.
- You will work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), Solutions PAM and Partner Marketing to develop and drive new AWS revenue opportunities.
A day in the life
The SI US PAM is an individual contributor role but will be responsible for the business leadership with a top Systems Integrator (GSI) partner of the AWS Worldwide Public Sector (WWPS) business. You will define a CXO relationship strategy, including engaging with AWS senior leaders for executive sponsorships, coordinating executive business reviews, and developing sales opportunity for partner offerings and solutions. You will build and maintain key relationships, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline & deliver results.
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 in the cloud.
Basic Qualifications
- 6+ years of sales or sales management in infrastructure or cloud technology experience
- Experience negotiating complex deals with customers and partners or equivalent
- Experience working with partners through account, product or program management and business development engagements
- Current, active US Government Security Clearance of Top Secret or above
Preferred Qualifications
- 4+ years of building profitable partner ecosystems experience
- 4+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 4+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 4+ years of business development, partner development, sales or alliances management experience
- Bachelor's degree or equivalent
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually
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 engaging with a key Public Sector systems integrator (SI) who is reinventing their IT strategy by adopting and delivering cloud computing solutions? Do you have the business development experience necessary to help further establish Amazon as a leading cloud platform provider?
You will work closely with AWS Account Executives, Solution Architects, Industry Leaders, and Partner Marketing to develop and drive new routes to market to create pipeline with new joint offerings, solutions, and strategic initiatives. The ideal candidate will possess a sales and partnership/alliance relationship background that enables them to engage, earn trust, and influence at the CxO level, with technical personnel, and with customer account teams. Successful PAM's think strategically about business, product, and technical challenges to convey compelling partner value propositions.
In this role, you will establish deep business relationships in the US with the AWS partner through your knowledge of the partner's strengths and capabilities and their Public Sector customer base. You will have day-to-day interactions with our partner in support of Public Sector customers. Effectively developing and managing this SI will require that you establish deep business relationships through your knowledge of the Public Sector industry and customer requirements. Through these relationships, you will be responsible for growing internal adoption of AWS. You will also work very closely with the AWS Partner team to drive joint sales engagement, as well as strategically plan for development of future opportunities and pursuits.
This position requires that the candidate selected be a US Citizen and currently possess and maintain an active Top Secret security clearance.
Key job responsibilities
Roles & Responsibilities:
- Serve as a key member of the AWS Public Sector Partner Team in helping to drive overall AWS market and technical strategy.
- Manage a large Systems Integrator (SI), developing and advancing relationships and growing AWS revenue through this partner.
- Maintain an accurate and robust pipeline and forecast of business opportunities
- Understand and navigate Public Sector contracting vehicles and procedures.
- Set a strategic sales plan for your target market and ensure it's in line with the AWS strategic direction.
- Understand the technical considerations and certifications specific to the Public Sector.
- Execute the strategic sales and business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
- Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
- Manage complex contract negotiations and liaison with the legal group.
- Deep understanding of the partner's capabilities and solutions that will delight customers.
- You will work closely with AWS Account Executives, Solution Architects, Industry/Technology Subject Matter Experts (SME's), Solutions PAM and Partner Marketing to develop and drive new AWS revenue opportunities.
A day in the life
The SI US PAM is an individual contributor role but will be responsible for the business leadership with a top Systems Integrator (GSI) partner of the AWS Worldwide Public Sector (WWPS) business. You will define a CXO relationship strategy, including engaging with AWS senior leaders for executive sponsorships, coordinating executive business reviews, and developing sales opportunity for partner offerings and solutions. You will build and maintain key relationships, advance key sales opportunities, and work with a global team of Partner Managers to manage a sales pipeline & deliver results.
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 in the cloud.
Basic Qualifications
- 6+ years of sales or sales management in infrastructure or cloud technology experience
- Experience negotiating complex deals with customers and partners or equivalent
- Experience working with partners through account, product or program management and business development engagements
- Current, active US Government Security Clearance of Top Secret or above
Preferred Qualifications
- 4+ years of building profitable partner ecosystems experience
- 4+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 4+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 4+ years of business development, partner development, sales or alliances management experience
- Bachelor's degree or equivalent
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
USA, VA, Herndon - 142,800.00 - 193,200.00 USD annually
group id: amazon
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