Partner Development Manager

Last updated an hour 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 grow partnerships with strategic Telcos & System Integrators. As a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of the AWS cloud computing platform within our strategic partners. Responsibilities include: development and execution of partner strategy; owning the executive relationships with key partners, creating pipeline, driving sales execution, empowering large cloud practices and much more.
By establishing and growing business and technical relationships, along with managing the day-to-day interactions, you will be responsible for driving top line revenue growth and overall market adoption.
The ideal candidate will possess business/channel sales background that enables them to engage at the MD/ VP/ CEO level, as well as a sales background that enables them to grow pipeline. 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:
- Experience working with enterprise large partners to develop and execute a partnering strategy, training, and joint sales and Go to Market (GTM) programs.
- Engage the partner field sales organization, channels and end customers to create and drive revenue opportunities for both parties.
- Define a strategic Partner Plan and ensure it's in line with the AWS strategic direction. This includes developing establishing a process to track the progress toward goals.
- Set and manage revenue targets and work with the partners and AWS sales organizations to achieve/exceed goals.
- Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS.
- Experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
- Deliver strategic business reviews to the senior leadership team.
- Manage complex contract negotiations involving legal, marketing and business terms.
- Position based in Sydney or Melbourne


The right person will possess at least 5 years of sales and/or partner development experience in the software/technology industry.

  • Demonstrated ability to engage and influence C-level executives
  • Influence and manage internal & external stakeholders to work together for a common goal
  • Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts
  • Strong public speaking 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
  • Ability to think and work creatively to develop unique joint value propositions and product strategy within AWS and in the partner’s organization
  • Ability to think big, be bold, set clear multi-year partnership direction


  • Prior experience in sales, partner or business development roles
  • Prior experience working with or at large telcos
  • Understands software technologies, including SaaS and Cloud
• Experience using, Excel, Tableau and other data & analytics business tools