Partner Sales Manager, Amazon
Startups
The largest online retailer and technology provider
Job no longer available
The largest online retailer and technology provider
1001+ employees
Job no longer available
1001+ employees
Company mission
Amazon aims to be Earth’s most customer centric company. Their mission is to continually raise the bar of the customer experience by using the internet and technology to help consumers find, discover and buy anything, and empower businesses and content creators to maximise their success.
Role
Who you are
- The chosen 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 customers and sales executives to support the AWS and partner sales processes
- You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions
- They should be a self-starter who is prepared to develop and execute against partner account plans and a territory coverage plan and consistently deliver on revenue targets
- The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape
- BA/BS degree or equivalent work experience required
- 5+ years of technology related sales or business development experience
- 5+ years of direct field experience selling software or cloud solutions
- Experience communicating and presenting to Sr. leadership
- Must currently reside in the greater Toronto area
Desirable
- Experience managing joint GTM success with consulting and technology partners, including development and tracking of joint sell-with and sell-through business activities
- Experience in partner sales or overlay sales roles -- building bridges and collaborating between partner and company field sales organizations to build mutual trust, sales enablement and joint sales motions
- Experience developing and promoting consulting and/or technology partner value propositions to direct sales organizations. Ideally working with the Small & Medium Business segment
- Experience in enterprise software and familiarity with cloud computing platforms and services
- Experience implementing effective joint GTM programs for consulting and technology partners including joint sales enablement, demand generation, lead tracking, deal registration and joint sales reporting
- Demonstrated leadership, interpersonal skills, as well as a profound willingness to collaborate with multi-locational, cross-functional teams internally and externally
- Sales DNA with a desire to coordinate field teams to develop and close high-profile deals
What the job involves
- As a Partner Sales Manager for Startups in North America, you will have the exciting opportunity to deliver on our strategy to build mind share of Amazon Web Services and grow adoption of cloud-based solutions
- In the role, you will establish and maintain C-level, sales, and product relationships with strategic consulting and technology partners to drive AWS services revenue with AWS account teams and our Startup customers
- By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, you will be responsible for creating and closing opportunities with partners that drive top line AWS revenue growth and overall market adoption with our AWS Startup customers
- Drive revenue and market share in a defined territory or industry vertical with multiple account teams and partners and/or with a specific list of strategic partners with defined revenue and win targets
- Meet or exceed quarterly revenue targets by helping partners originate and work with AWS sales teams to close opportunities that drive AWS revenues with prospects and customers
- Maintain a robust sales pipeline
- Create & articulate compelling value propositions around AWS services to customers and partners. Build deep relationships with customers and strategic partner(s) appropriate to your territory to fully understand their business, solutions and technical needs
- Work with partners to extend reach & drive AWS adoption. Support partners as they develop their solutions through formal AWS APN programs. Provide technical and architectural resources to assist your partners in customer engagements
- Drive business development initiatives in your territory in partnership with Partner Development resources to help drive opportunities to solutions built on AWS and ensure that AWS is their preferred platform
- Develop and execute against a comprehensive account/territory plan supporting multiple account teams and/or specific assigned partners to drive achievement of revenue and win goals
- Execute this plan while working with key internal stakeholders (e.g. account teams, specialist sales teams, services teams and BD, partner marketing and partner development resources). Prepare and give business reviews to AWS senior management teams
- Manage contract negotiations and AWS funding programs
Our take
Amazon is the world's largest online retailer, and is well-known for its disruption of well-established industries. The company is present in numerous verticals, including cloud computing with Amazon Web Services, AI with its range of Alexa devices and a global marketplace more commonly referred to as 'the everything store'. Acquisitions include Ring, Twitch, Whole Foods Market, and IMDb.
More recently, Amazon has been focused on leading the "third wave in digital advertising". Many businesses are now shifting ad dollars to retailers, which before would have been spent with online media platforms. Amazon's seen great success in the space, with its revenue from advertising now higher than its Amazon Prime membership scheme, audiobooks and digital music combined. This growth is particularly impressive considering its digital ad rivals (like Snap, Alphabet, and Meta) have suffered declines due to wider macroeconomic factors and Apple's iOS privacy changes.
Despite its dominant market position, Amazon will continue to be challenged over the next decade, including sustaining AWS's cloud dominance in the face of Google and Microsoft. On top of this, the company's e-commerce division is facing profitability problems despite its 2023 post-IPO debt funding of 8 billion. It will need to find new ways to stay above their competitors.
Steph
Company Specialist
Insights
Company
Company benefits
- Employees have opportunities to own Amazon stock, participate in 401(k) plans with company match, and enroll in paid life and accident insurance
- Financial counseling and estate planning services are also available, plus paid short-term and long-term disability if needed
- Medical, dental, and vision coverage to all our regular full-time employees, regardless of their level, tenure, or position
- Amazon employees have free access to a network of more than 2 million caregivers, including nannies, babysitters and special-needs caretakers
- Employees receive discounts on certain day care centers, and Amazon provides a variety of free resources for parents of children with autism, ADHD and developmental disabilities
- Adoption assistance for qualified domestic and international adoption expenses including attorney fees, court costs, and travel
- Leave Share program allows employees to give six weeks of paid parental leave to a spouse or partner who isn’t eligible for parental leave from their employer
Company values
- Customer obsession rather than competitor focus
- Passion for invention
- Commitment to operational excellence
- Long-term thinking
Company HQ
South Lake Union, Seattle, WA
Articles
Founders
Jeff Bezos
(Executive Chairman)Jeff is an American business magnate, media proprietor, and investor. As well as founding Amazon, Jeff founded Blue Origin, an aerospace manufacturer and sub-orbital spaceflight services company and also owns The Washington Post.
Andy Jassy
(President & CEO (not founder))Joined Amazon as a Marketing Manager in 1997. Developed AWS with Jeff Bezos, and became CEO of Amazon in 2021.
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