Description

The Amazon Web Services (AWS) North American Partner Development organization is looking for an experienced Partner Development Manager (PDM) to join our fast-paced team to work with our consulting partners and help customers solve their business problems in the Communications, Telco, and Media (CMT) industry across the USA. As a PDM, you will have the exciting opportunity to drive partner solution sales into AWS's CMT customers.
Responsibilities include working with our Global and Enterprise CMT Accounts and suggesting the right mix of consulting partner solutions to drive customer success and AWS adoption. In addition, this position will help guide our partners to develop the right differentiated offers to expand their CMT sales with AWS.

The CMT PDM is responsible for driving a multi-faceted business partner strategy, working with the Partner PDM that impacts the overall sales and technical motions within an account. The PDM owns the CMT sales pipeline driven through partners, go-to-market (GTM) activities conducted by partners, growing partner sales revenue, educating AWS sales and customers on the partner community, and enabling partner-led customer solutions. You will help partners build the right proposal for customers based on AWS services and help them with available AWS funding options. You will also own GTM partner strategy, manage goals, grow business and technical relationships.

The CMT PDM is responsible for driving a multi-faceted business partner strategy, working with the Partner PDM that impacts the overall sales and technical motions within an account. The PDM owns the CMT sales pipeline driven through partners, go-to-market (GTM) activities conducted by partners, growing partner sales revenue, educating AWS sales and customers on the partner community, and enabling partner-led customer solutions. You will help partners build the right proposal for customers based on AWS services and help them with available AWS funding options. You will also own GTM partner strategy, manage goals, grow business and technical relationships.

This role requires CMT experience either working with companies in the industry or selling to companies in the industry and being able to have executive level discussions with CMT clients and partners and able to articulate business outcomes aligned with key industry initiatives. Must have the ability to understand major changes happening in the CMT industry enabled by technology changes or something around these key points.



Key job responsibilities
Key job responsibilities:
• Set and implement a business development plan and drive opportunity pipeline with consulting partners for CMT accounts and ensure it's in line with the AWS strategic direction.
• Drive incremental CMT revenue through large, complex engagements by navigating the interests and initiatives of cross-functional teams (Sales, Technical, ProServe, Business Development) to create and execute on partner business plans and achieve sales goals
• Own CMT partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs
• Demonstrate ability to develop CMT initiatives that drive the creation of opportunities with partner's field sales organization and accelerate opportunities to a successful business outcome
• Influence a customer’s and partner’s strategic decision-making and planning for complex business areas by using data to provide advice and, at times, propose disruptive ideas
• Understand and leverage Salesforce.com and other internal Amazon systems, including AI to efficiently manage opportunities and pipeline
• Manage complex contract negotiations with partner, AWS sales teams and customer
• Takes smart risks and establishes priorities
• Effectively communicates, teaches, and tailors detailed knowledge to all levels of audiences, and through established relationships, fosters constructive dialogue, harmonizes conflicting views, and leads the resolution of issues



A day in the life
The PDM is an essential contributor to the account planning process, advising on aspects related to partner engagement and solution development. Serving as an integral stakeholder, the PDM participates in sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews. PDMs collaborate across Consulting Partners to build comprehensive partner plans, which are then integrated into customer account plans to drive incremental opportunities.

About the team
The NAMER Consulting Partner Team covers all Global SIs.

About AWS
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