Head of Business Consulting and Advisory Partnerships, ANZ (Fixed Term)

Last updated 1 hours ago
Location:Sydney
Job Type:Full Time

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a strong candidate to manage AWS Business Consulting and Advisory Partners (BCAP) in the ANZ, on a fixed term basis (likely 12 months). AWS BCAP is comprised of Management Consultants and Advisory global firms operating across the region.

Do you have the business knowledge and industry expertise necessary to position Amazon as the preferred technology and platform of choice for digital transformation and technology modernization?
As the ANZ BCAP Partner Manager, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of AWS services by strategic customers and community members.
You will be responsible for driving building the joint business between AWS and the BCAP partners focusing on the following goals – build AWS thought-leadership in the market, joint assets and solutions to bring unique and differentiated business value for our joint customers, and align together to help key customers in their digital transformation and tech modernization initiatives. This requires building trust and driving executive and field relationships with BCAP Partners, Managing Directors, and their technology teams. You will work closely with the AWS Global, Regional and ANZ leadership team, global and regional Partner Managers, Business Development and broader Amazon Partner Network (APN) Segment teams. The ideal candidate will possess both a strong business development, partner management, sales and technical background that enables them to engage at the CXO level and technology leaders. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling business value propositions.

ROLES & RESPONSIBILITIES:
- Engage with BCAP partners and understand their offerings, map their cross-functional organizations and understand about their business goals and go-to-market approach.
- Work with AWS Global, Regional and ANZ business development, marketing, services sales leaders and Solution Architects to re-define and execute BCAP ANZ business plan including thought-leadership, joint assets/solutions and key customer engagements initiatives in collaboration with BCAP stakeholders.
- Map BCAP ANZ plan with the ANZ Regional plan to increase AWS penetration in specific industry verticals and drive focused initiatives such as joint prospecting to generate demand.
- Co-sell and drive joint targeted sales engagements between BCAP Partners and the ANZ Enterprise and other sales teams to generate incremental business opportunities.
- Serve as a key member of the Partner teams in helping to define and deliver the joint assets and solutions, marketing and business development initiatives such as prototypes and pilots/POCs.
- Work closely in alignment with internal stakeholders such as marketing, BD, service teams, marketing, legal, support, procurement, etc.
- Proven ability to identify and support 3rd party offering development
- Experience working in global companies across different sales, business development and technical teams, bringing together a cross functional teams located globally to deliver results
- Strong track record of consistently exceeding performance goals and KPIs
- Demonstrated ability to engage and influence both technical (CIO, CISO) and business C-level executives
- Strong presentation skills and the ability to articulate complex concepts to cross functional and non-technical audiences


BASIC QUALIFICATIONS

- Experience of 10+ years in driving IT Industry thought leadership initiatives and projects on topics related to Digital Transformation, Tech modernization and Enterprise IT adoption
- Experience working in global companies across different sales, business development and technical teams, bringing together a cross functional teams located globally to deliver results
- Demonstrated understanding and experience of working across the ANZ region
- Strong track record of consistently exceeding performance goals and KPIs
- Demonstrated ability to engage and influence both technical (CIO, CISO) and business C-level executives
- Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations
- Proven experience driving Cloud centric and Digital partner business through indirect Channels via structured programs
- Proven ability to identify and support 3rd party offering development

PREFERRED QUALIFICATIONS

- Experience of 15+ years in driving IT Industry thought leadership initiatives and projects on topics related to Digital Transformation, Tech modernization and Enterprise IT adoption
- Master’s Degree in business (equivalent to MBA) from a reputed institute/university
- Experience of working at or managing partnership with Management consulting and Advisory firms
- Broad based technology knowledge and awareness of topics like Cloud computing, Big Data and Analytics, AI/ML, Networking, Security, Storage and IT Infrastructure management
- Proven ability to identify and support 3rd party offering development