Snr Partner Development Manager, ANZ Public Sector

Job ID: 2683664 | Amazon Web Services Australia Pty Ltd

Would you like to be a leader driving cloud adoption and innovation in ANZ public sector? Would you like to be part of a team engaging with strategic public sector solution providers, aggregators, and system integrators who are reinventing their businesses by adopting and delivering cloud computing solutions? Do you have the business savvy, government sales/business development, and people management experience necessary to help further establish Amazon as a leading cloud platform provider?

As a manager of our Territory Partner Managers, you will have the exciting opportunity to execute on a strategy that builds mind share and adoption of Amazon Web Services into ANZ public sector. You will be managing a team of talented partner managers to execute against the ANZ partner strategy. Your team's mission will be to drive the field success of AWS solution providers that accelerate their customers cloud adoption.

In this role, you and your team will establish deep business relationships with AWS partners that deliver outcomes led by public sector customer needs. You and your team will help build AWS partner practices, enable, and activate their field teams in support of government agencies, non-profits, and educational institutions.

You will possess both a business background that enables you to drive strategic initiatives and interact at the executive level, as well as experience building and leading sales or partner teams. You will also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions. You and your team will also work very closely with the AWS sales team to build and drive joint pursuits as part of your strategic plan for the development of future opportunities.

You will bring strong industry experience and be able to demonstrate your ability to think big to help partners build solutions that meet the customer's needs. Influencing and collaborating with internal teams will also be key to helping partners innovate for their customers leveraging AWS services. Experience with public cloud, sales, solution development, Go-to-Market planning, and working with VARs, Solution Providers, and/or Systems/Solution Integrators is highly desired.

Sales, Marketing and Global Services (SMGS)
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Key job responsibilities
Roles & Responsibilities:
- Serve as leader and manager of a partner team that builds business strategies with both partners and AWS that drive cloud adoption in ANZ public sector.
- Develop and foster relationships with AWS field teams, capture/BD, and partners (SIs and ISVs) that drive success through and with partners.
- Maintain an accurate and robust pipeline and forecast of business opportunities
- Understand and navigate public sector contracting vehicles and RFX processes.
- Execute the strategic sales and business development plans while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc).
- Understand the technical considerations and certifications needs to co-development partner capabilities with AWS technical leaders.
- Understand the overall cloud market opportunity for partners within public sector to help prioritize partner solutions.
- Prepare, lead and attend regular business reviews (weekly, Monthly and Quarterly) with AWS and key partners.
- Manage complex contract negotiations and liaison with the legal teams internally and externally.

Our team is dedicated to supporting new members. We have a broad mix of backgrounds with experience levels across and we’re building an environment that celebrates knowledge sharing and diversity.
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.

About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

- Bachelor's degree or equivalent
- Experience using data and trends to articulate business needs or equivalent
- Experience working with a matrixed team of stakeholders to achieve a common goal or equivalent

- 5+ years of sales management experience
- Experience managing time efficiently, meeting personal goals, and working effectively with internal, partner, and customer teams

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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, disability, age, or other legally protected attributes.

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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.