n this role, you will establish deep business and technical relationships with an AWS partner through your knowledge of the customer's mission flying satellites, aircraft, and processing geospatial and mission data. You will have day-to-day interactions with your partner in support of their mission with their public sector customers and workloads. 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/they 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. In addition, technical skills and background are essential as AWS targets customers that are looking for front line technical expertise and cloud experience (sales and implementation).
This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.
Key job responsibilities
Pipeline & Revenue Execution
Maintain an accurate pipeline and forecast of partner-sourced business opportunities within assigned emerging territory accounts
Work collaboratively with partners to identify and advance joint opportunities that grow AWS revenue
Support the execution of the territory sales plan in alignment with AWS strategic direction and team goals
Partner & Stakeholder Engagement
Build and maintain productive relationships with assigned public sector partners and their key contacts
Work closely with AWS sales, solutions architecture, and technical teams to support joint customer pursuits
Identify specific partner prospects and channels to approach, clearly communicating the AWS value proposition for their use case
Public Sector Knowledge & Navigation
Develop working knowledge of public sector contracting vehicles, procedures, and compliance requirements relevant to the emerging territory
Build foundational understanding of technical certifications and considerations specific to public sector customers
Support contract negotiations and coordinate with internal legal and deal teams as needed
Reporting & Communication
Prepare pipeline updates and progress reports for manager review
Communicate roadblocks and escalate issues in a timely manner to ensure deal momentum
Contribute to team business reviews with data-driven updates on territory activity
About the team
The team you will be working with is a hand picked team of talented individuals with varying background in DoD, Intelligence, IT operations and product management.
BASIC QUALIFICATIONS
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 4+ years of business development, partner development, sales or alliances management experience
- Bachelor's degree or equivalent
PREFERRED QUALIFICATIONS
- 4+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans
- Experience positioning and selling technology to new customers and new market segments
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. 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, VA, Herndon - 142,800.00 - 193,200.00 USD annually
