Sr. Alliance Development Specialist ID-5111
- Channel/alliance/business development or sales/sales leadership in the software/technology industry
- Engaging and influencing senior executives and strong familiarity with decision making processes in enterprise customers.
- Working and communicating with multiple stakeholders and cross
- functional teams including direct and channel marketing, solution architect teams, engineering, operations, product management and account management teams.
- Working with ISVs through account management, product management, program management and business development engagements.
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Key Responsibilities:
- New Go-to-Market (GTM) Program Development: Work cross-functionally across AWS (partner org, sales, marketing, product team, operations) to define, develop, and execute joint GTM programs with SAP and selected SAP partners.
- Existing Go-to-Market (GTM) Program Management: Manage existing joint GTM programs related to HANA Enterprise Cloud (HEC) on AWS and RISE on AWS.
- Strategic value and risk management: Identifying the important value drivers and key risks, ensuring those involved do not lose focus on strategic aspects, and leading efforts to mitigate risks and accelerate value creation; may also include looking for win-win opportunities to extend the relationship by expanding the existing alliance or creating additional spin-off collaborations.
- Relationship Governance: Ensuring effective governance of the relationship.
- Funding management: Coordination with the AWS funding team(s) for approvals and funding execution; advising participants on how the program should be implemented; and if necessary, negotiating for specific funding outcomes internally and externally.
- Progress monitoring: Tracking progress, including coordinating the definition and reporting of the KPIs, as well as leading periodic health checks.
- Process management: Establishing and ensuring smooth operation of the collaboration ground rules, such as the protocol for formal governance meetings and procedures for decision-making, project team meetings, data exchange, escalations, and other kinds of interactions.
- Brand management: Ensuring our external relationships are executed in accordance with Amazon leadership principles
- Alignment and relationship building: Leading efforts to increase alignment, mutual understanding, and trust between SAP, AWS and partners including the execution of programs related to pipeline development and early sales engagement.
- Change management: Anticipating upcoming changes in project stages or collaboration participants, managing transitions smoothly, and serving as the alliances memory, as well as facilitating complex discussions to map a way forward when unanticipated situations or corporate decisions in either party trigger the need for change.
Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Inclusive and Diverse Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
- 10+ years of partner management at a global technology company.
- or ecosystem experience.
- Direct experience in managing alliances.
- Developed and operated five or more global partner programs.
- Understanding of AWS, cloud architecture and infrastructure.
- Organizational skills and attention-to-detail with the ability to set clear priorities in a fast paced, dynamic work environment.
- Inquisitive; will always ask questions to see the “big picture” or get a handle on the details.
- Strategic thinker that can “see the forest through the trees.”
- Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
