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Senior Manager Partner Sales- Mexico

Senior Manager Partner Sales- Mexico

Job ID 
MX-EMEX-Mexico City
Posted Date 
Amazon Web Services Mexico S. de R.L. de C.V.
Position Category 
Sales, Advertising, & Account Management
Recruiting Team 

Job Description

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to manage strategic technology partners and driving business plans and results with our most strategic Independent Software Vendor (ISV) solution providers in the Applications solutions segments. Focusing on these segments, you will have the opportunity to drive a strategy to deliver on our strategy to build adoption and go-to-market execution of the AWS cloud computing platform, which includes Amazon S3, Amazon EC2, Amazon Simple DB, and Amazon RDS, and many more cloud services. Responsibilities will include driving C-level and field relationships with selected strategic ISV solution providers by establishing and growing business and technical relationships while leading team members in managing the day-to-day interactions with these accounts, you will be responsible for driving top line revenue growth and overall market adoption. The ideal candidate will have both a business background that enables them engage at the CXO level, as well as a sales management background that enables them to manage a sales-oriented team and to easily interact with enterprise customers. This person should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The position also requires a strong technical acumen, along with working knowledge of software architecture and the enterprise software landscape.

Roles & Responsibilities:
· Responsible for developing a multi-year partner ecosystem vision and investment strategy that enables the Go To Market strategies of the Sales Organization and of the partner community, while ensuring adoption of AWS strategies to capture new market opportunities and satisfy evolving customer consumption needs.
· Builds, develops and leads a regional team to drive enablement and readiness, technology and engineering, channel programs, ecosystem development, strategy and planning while ensuring partners development and profitability
· Enable consistent business practices and operational rhythm (including 360 degree reviews of business health; forecast and funnel; credit capacity; performance; profitability; demand gen; programs utilization and ROI).
· Create strategies focused on attracting, developing, and retaining a diverse, high performance team.
  • Work with the team with existing and new Application solutions partners to define and execute technology, marketing and sales initiatives.
  • Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy.
  • Engage the partner’s field sales organization, channels and end customers to create and drive revenue opportunities for AWS.
  • Ensure that there is a strategic business development plan for target markets and ensure it's in line with the AWS strategic direction. This includes the creation of detailed account plans to track the progress of each ISV solution provider and achievement to goals.
  • Set and manage revenue targets and work with your team, the partner and AWS sales organizations to achieve/exceed goals.
  • Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).
  • Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS.
  • Have your team position AWS for internal use by the partner organization.
  • Ensure that the partner development managers work closely with the partner’s customer base to maximize success using our web services.
  • Ensure that AWS is the ISV’s Preferred Cloud Computing platform across all product lines.
  • Understand the technical requirements of our technology partners and work closely with the internal development team to guide the direction of our product offerings.
  • Working experience with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
  • Prepare and give business reviews to the senior management team.
  • Manage complex contract negotiations and serve as a liaison to the legal group.
  • Create and execute operational rigor with the team including territory management, account management, segment plans, and business reviews (internal/external).
  • Create strategies focused on attracting, developing, and retaining a diverse, high performance workforce.
  • Develop long lasting CXO relationships within the partner and customers.
  • Engage CEO level with Partners
  • Understand partner objectives and business drivers to achieve greater levels of alignment

Basic Qualifications

The right person will possess :
  • 5-10 years of sales management and/or business development experience in the technology/cloud services industry.
  • 5-10 years of experience in recruiting and enabling high performance sales organizations.
  • 5-10 years of track records of exceeding quota and key performance metrics. Enabled consistent business review practices, including a 360 degree view of the business (forecast/funnel management, credit capacity, performance, profitability, demand generation, programs utilization and ROI)
  • 5-10 years of experience in engaging and influencing C-level executives.
  • 5-10 years of experience in driving a diverse partner ecosystem (Carriers, ISVs, Reseller partners, Distribution, Value added partnerships, tech alliances)
  • 5-10 years of experience in building and leading a Partner Organization in Mexico to consistently deliver strategic plan commitments and established objectives
  • 5-10 years of experience in recruiting new partners (services, software and integration) to adapt to the solution portfolio evolution and to changing market and customer need

Preferred Qualifications

Knowledge of AWS Services
  • Computer Science or Computer Engineering Background
  • Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
  • Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
  • Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
  • Mature in management style, instilling a co-operative team oriented culture and values diversity of people and perspectives
  • Adept at balancing intense short-term pressures with overall long-term goals.
  • Solid command of financial metrics.
  • The ideal candidate will also have extensive public speaking experience to large audiences
  • Experience driving cultural change, from Strategic Planning to actionable plans.
  • Business level domain of English and Spanish or Portuguese. Conversational understanding of the least developed of the 2 latter languages.
  • Sales and Go to Market Experience with a direct and indirect sales model

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