Senior Partner Development Manager- ANZ Public Sector (Distribution, Solution Provider Program)

Last updated 1 hours ago
Job Type:Full Time

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for an experienced Partner Development Manager to develop relationships and manage opportunities with our Partner Community specifically on opportunities in the Public Sector.
As a Partner Development Manager leading the ANZ Distribution and APN Solution Provider Program (SPP) you will have the exciting opportunity to deliver on strategies that build mind share and adoption of the AWS cloud computing platform. You will be responsible for creating and scaling best of breed partner solutions that support the AWS distribution partner ecosystem and deliver transformational change to public sector customers across ANZ.

This role will challenge both your creative and analytical skills. You will build relationships with business stakeholders globally within AWS and partners as you become a subject matter expert in the distribution channel segment. You will work with current and future AWS distribution partners, global alliance leaders, partner development danagers, sales teams, and the business development organization to execute successfully.

The ideal candidate will possess both a business background that enables them to engage at the CxO level, as well as a sales background that enables them to easily interact with enterprise and mid-market customers and sales executives. The ideal candidate will also have a demonstrated ability to think strategically about business, products and technical challenges, with the ability to build and convey compelling value propositions.

Roles & Responsibilities:
  • Lead the strategy and execution of the Public Sector Distribution and Solution Provider Program in Australia & New Zealand (ANZ)
  • Work with territory sales and partner teams to recruit / build an ecosystem of strategic partners that add significant value to AWS public sector customers
  • Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS and partners
  • Ownership and alignment of relevant Public Sector Partner GTM Plans that will drive customer success
  • Understanding the partners existing capabilities with view to developing future solutions and capabilities
  • Support and Develop operational processes that enable customer solutions to be delivered at scale
  • Manage regular business reviews with leadership and stakeholders – internal and external
  • Utilize and other internal Amazon systems to track key performance metrics
  • Experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.


  • The right person will be a seasoned sales and/or partner development leader experienced in the software/technology industry.
  • Demonstrate an ability to engage and influence C-level executives within partner and end-user organisations.
  • Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts
  • Persuasive presentation and writing skills and the ability to articulate complex concepts to cross functional audiences
  • Strong technical and/or business solutions acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models
  • Ability to think and work creatively to develop unique joint solution strategies within AWS and the APN Partner ecosystem, with a direct focus on delivering value to end customers.


  • Experience working within the public sector industry is highly desired.
• Working knowledge of software development practices and data center / infrastructure / networking technologies.