1+ months

Partner Success Leader, AWS Partner , Global Financial Services

New York, NY 10007


Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services platform in the cloud. With AWS you can requisition compute power, storage, and many other services €“ gaining access to a suite of elastic IT infrastructure services as your business demands them. AWS is the leading platform for designing and developing applications for the cloud and is growing at a staggering pace in terms of revenue, customers, people, and complexity.

Role Summary:
Reporting to the Global Financial Services Head of Partner Success, this role is responsible for the all-inclusive strategy for our Global Systems Integrator (GSI) partnerships across the region and aligning co-selling with the AWS field sales teams. This role will also be a transformative unifier of teams at differing levels of readiness. This individual will need to collaborate effectively with internal stakeholders, sales teams, and partner sales and technical teams, be results driven with experience in sales, channel, or business development in infrastructure or cloud services. Ambiguity will be critical with extensive expertise and recognized high-judgment. Designs innovative, game-changing approaches. Able to lead a strategically important, significantly large, challenging, or risky initiatives. The successful candidate must have demonstrated leadership qualities, and will draw upon experience in sales, relationship building, and both direct and matrix operating structures. The scope will be to leverage this role and work across multiple orgs, globally, company-wide, or with industry leaders. Enabling teams, and establish KPIs that set the Americas GSI and Industry business up for long term success. The individual must have deep experience in supporting a constantly evolving channel and alliances team, being the local presence of the business, and delivering against targets. Enterprise and complex deal creation and support will be an added bonus.

The execution of the role is critical, you will actively work to reduce bureaucracy and remove blockers that stifle innovation. Decide what areas and/or technologies need investment to grow (and when they don€™t). Able to negotiate new boundaries around the areas they own to achieve the best outcomes. Establishes structures that raise the bar. Builds leaders that deliver value, preserving their ownership. Creates mechanisms to drive cultural alignment with our Leadership Principles.

Responsibilities: Manage a partner sales target delivered through a defined set of Global Systems Integrators in Global Financial Services, Global Accounts.
· Manage a partner sales target delivered through a defined set of Global Systems Integrators in Global Financial Services, Global Accounts.
· Engage a team of enterprise partner success managers as well as partner solution architects that are responsible for the overall success of APN partners selling with the AWS field teams.
· Represent AWS as the Leader of Global Systems Integrators in region and participate in industry and partner events to deliver thought leadership on how AWS enables customer value
· As the voice of the AWS field, engage with AWS GSI partner management team to support the build of GSI partner capability within the Global Financial Services.
· Manage and develop multiple senior sales and technical relationships across our GSI partners within Global Financial Services and establish the partner success team as the single point of contact for selling with AWS.
· Manage the GSI operational cadence of business reviews (MBR, QBR) with the sales leadership across Global Financial Services.
· Develop and execute America€™s GSI and Industry Strategy by establishing the infrastructure, resources, and systems to truly unify the program into a single strategy.
· Oversee the refinement and development of the GSI€™s by establishing KPI€™s and best practices.
· Work closely with stakeholders to develop, establish, and direct GSI and Industry strategies, programs, and best practices.
· Maintain executive partner relationships and develop and implement strategies for expanding the Global Financial Services customer base.
· Manage overall GSI enablement process, set appropriate metrics for partner funnel management.
· The ability to plan and manage at both the strategic and operational levels.
· Capacity to assume more significant executive responsibilities over time.
· Prior experience managing the performance metrics and channel sales best practices for team members; successfully leading the dotted line teams to partner sales quota attainment.
· Prior experience leading partner sales strategies to further penetrate and grow existing customer bases.
· Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota.
· Identifies, establishes and strengthens key partnerships in the telecommunication and technology community to position the company for new sales opportunities. Strengthens relationships with partners, ensuring a positive partner experience in all aspects of the relationship. Understands the key drivers of each partner's value proposition and influences partners.
· Holds Sales Leaders accountable for growth of new products/services within established base and new logo acquisition.
· Collaborates with eco-system leadership to establish and jointly work toward objectives focused on achieving a high level of customer experience.
· Collaborates with senior sales leadership to identify opportunities for sales process improvement.
· Training: Provides input on partner training content and process based on communications with partners, industry best practices, or recommended process improvements.
· Service Delivery and Service Management: Serves as an escalation path for end customers or partners to ensure excellent customer experience.
· Demonstrated leadership ability, people-management and mentoring skills.
· Experience at being a strategic member of sales management team who contributes significantly to growth and development of the business.
· The GSI PSL owns the GSI Strategy for the region in partnership with the geo VP and geo partner leader. The role owns reporting performance of the GSI PDM teams against KPI which they are being measures against as part of the operating plan.
· The GSI PSL works cross functionally and collaborates with sales, marketing, services, and training/enablement leadership teams to build a fully integrated GSI partner ecosystem that the in-country GSI PDM€™s will execute against.
· Joint solution development & execution - Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with AWS Industries teams. Execute, manage and deliver NA pipeline and revenue tied to AWS NA strategies and initiatives in close alignment with internal and external stakeholders. Drive execution in concert with regional ecosystem resources.
· Travel: 50%+


· 10+ years Global Financial Services experience in sales/channel/business development
· Experience building and leading teams and have worked in matrix operating structures
· Demonstrated track record of success with sales/channel teams
· Demonstrated success in shaping and executing large complex deals with partners
· Strong verbal & written communication skills with senior leaders
· Demonstrated ability to manage multiple competing priorities simultaneously and drive goals to completion


· MBA/Technical Undergraduate/Master€™s Degree
· Experience and familiarity with the AWS platform, products, solutions and capabilities
· Meets/exceeds Amazon€™s leadership principles requirements for this role
· Meets/exceeds Amazon€™s functional/technical depth and complexity for this role

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.


Posted: 2020-05-22 Expires: 2020-10-21

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Partner Success Leader, AWS Partner , Global Financial Services

New York, NY 10007

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