Partner Success Manager -FED gov
Location: Gurugram
External job description
Would you like to own building the future for a leader in the Cloud Computing business? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is building a team of business development professionals to establish relationships and manage the success of our emerging Technology and Consulting partners within the India Public Sector market for Amazon Internet Services Pvt. Ltd (AISPL), the local seller for cloud services in India. Do you have the business savvy, government business development, ecosystem experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider for these partners?
As a Partner Development Manager at AISPL, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of AWS cloud in the Public Sector. Your mission will be to develop AWS cloud awareness and adoption, build AWS competency, and foster the development of cloud-based solutions with key AWS Partner Network (APN) of AISPL who deliver solutions for government, education, healthcare and non-profits.
In this role, you will manage a territory of high value APN partners while developing business and technical relationships to grow the overall business. You will have day-to-day interactions with these partners as they progress in their adoption of AWS cloud for their solutions, and then as they bring the solutions to market and sell jointly with AISPL. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects. He/she should 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 to all levels.
Effectively developing and managing partners will require that you establish strong business and technical relationships through your knowledge of the Public Sector industry and customer requirements of AISPL. Through these relationships, you will be responsible for growing internal adoption of AWS, as well as broad organizational AWS competency in the partners in India. You will also work closely with the AWS Public Sector business development team to drive joint business engagement, as well as strategically plan for development of future opportunities and pursuits.
Ideal candidates will possess both and technical business background that enables them to drive engagements and interact at multiple levels with APN partners and customers of AISPL, including the partner founders/ board. Candidates should also have strong industry experience and demonstrated the ability to think and act strategically on the government customer mission, industry directions, and partner/customer technical challenges.
Roles & Responsibilities:
- Serve as a key member of the AISPL Public Sector Team in helping to drive overall business goals.
- Manage multiple APN partners in the West states ready to develop AWS cloud competency and fulfil government transactions. Manage a set of APN partners who build vertical solutions for the Public Sector.
- Understanding of government procurement and contracting process to navigate the Public Sector contracting vehicles and RFP procedures with key strategic and advisory partners.
- Understand the legal, compliance, security, and technical considerations and certifications specific to the Public Sector that impact your APN partner ecosystem.
- Build and execute a plan to develop the competency and capabilities of the strategic and advisory APN partners in India through technical trainings/enablement, business development engagement, programs and operations that translates into a sustained and growing business portfolio for these APN partners.
- Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
- Develop and manage the pipeline by engaging with prospects, partners, and key customers.
- Manage complex contract negotiations and liaison with the Legal group.
- Engage with APN partner teams on the new partner programs to build and scale the strategic partner engagements in the India state and local government segments.
- Develop strategic relationship with chosen public sector domain partners to ensure that they adopt AWS as their cloud platform and jointly develop GTM (Go-To-Market) plans with solution focused approach.
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