Sr. Partner Development Manager - SAP, AWS Partner COE Technology

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, SAP on AWS background, and SAP knowledge and experience necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join AWS Specialists and Partners (ASP) org as a Sr Partner Development Manager - SAP!

We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. As part of ASP, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services and offerings, to accelerating the adoption of established partner products, partner solutions, and differentiated AWS offerings. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Within ASP, this position is part of the worldwide SAP Partnership team, where you will lead the global partnership and development and execution of the GTM plan for AWS for SAP - and companion AWS services. The WW team sees the big picture and sets the plan so the world’s most customer obsessed technical teams can make history. You are the program leader for specialists, architects, partners, and account teams around the world and set direction and standards for how we solve customer problems in your domain. You partner with technical and business teams across AWS and bring the voice of the customer into our product development roadmap and to our routes to market (sales, marketing, and partners).

In this role you will be the GTM Lead, work with SAP on documenting the framework and requirements of the alliance, work with AWS teams (Solution Architect, Solutions & GTM Programs, Engineering, Partner Org), and work with AWS Global System Integrator and ISV Partners to establish an overarching GTM approach to differentiate AWS for SAP, influence our product strategy to deploy innovative services on AWS, develop content and GTM assets for AWS and Partner sellers to win more SAP business.

AWS and SAP have been collaborating since SAP became a customer in 2008. Together, we have certified AWS to support most SAP solutions, brought purpose built EC2 instances to market to support SAP customer needs, and helped SAP leverage AWS services to power a number of their SaaS and PaaS offerings like Concur, SuccessFactors (for government agencies), HANA Cloud Platform, Signavio and SAP Analytics Cloud. AWS has been supporting SAP workloads for customers longer than any other cloud provider (since 2011), and thousands of customers run their SAP ERP and adjacent business-critical systems on AWS today using RISE, traditional perpetual license, and hybrid deployment models.

Key job responsibilities
- Support the alliance and Lead GTM for product line to develop and orchestrate sales motions across sales, marketing, partner, product, training, and professional services teams.
- Leverage your deep domain expertise to create best in class route to market enablement and sales strategy.
- Bring market signals back to leadership including geography, marketing, finance, and product teams to drive innovation on AWS product roadmaps and offerings.
- Own reporting and planning cadences to AWS executives on GTM plan execution and programs.
- Demonstrate thought leadership and be able to credibly represent AWS at industry events, conferences, symposiums, etc.
- Occasionally support field teams in Executive Briefings, Proof of Concepts, and securing light house wins with high priority customers.

About the team
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.

Diverse Experiences

AWS 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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & 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.

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. - 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
- Bachelor's degree
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience that includes strong analytical skills, attention to detail, and effective communication abilities, or experience working with customers with a passion for delivering exceptional service and experience managing full application stacks from the OS up through custom applications - Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of business development, partner development, sales or alliances management experience
- Experience in data analysis and extracting insights to make data-backed business decisions
- Experience developing, negotiating and executing business agreements
- Knowledge of AWS services

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NY, New York - 162,700.00 - 220,200.00 USD annually