Vaga de ISV Sales Manager
1 vaga: | Publicada em 30/06
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Would you like to be part of a team that is redefining the IT industry? Amazon Web
Services (AWS) is leading the next paradigm shift in computing and is looking for
a world class candidate for an exciting new role at AWS as an ISV (Independent
Software Vendor) Success Manager. This role will support the overall success of
the Strategic Technology Partner program in AWS Channels & Alliances, driving
joint GTM (Go To Market) success for a portfolio of Amazon's largest strategic
technology ISV partners. This position is a fast-paced, rich opportunity for
someone to take their experience to the next level. As the ISV Success Manager you
will hold a holistic view of the business generated by your partners and will work
across both the Strategic Tech Partner team and AWS field Commercial sales to
enhance and grow partner-related AWS revenue. You will become a trusted point of
contact for a portfolio of ISVs by earning their trust on a continuous basis. You
will earn their trust through demonstrations of a deep understanding for their
business issues and concerns, displaying competence in various business management
disciplines and helping your partners build a successful and sustainable business
delivering end customer solutions that incorporate the AWS cloud platform and
services. You will drive towards end-customer value that results in business
growth to both ISVs and AWS by being partner-centric in all activities, serving as
a leader and advocate for them within AWS, and accurately representing AWS within
the partner's organization. This role is unique from other roles in AWS in its
overall focus on establishing and maintaining the GTM execution plan with a set of
ISV partners, and helping ensure that joint business growth metrics are set, met
or exceeded.
Key Responsibilities:
· Orchestrate different resources within the AWS organization to support ISV
partner GTM activities and create/ maintain a long-term, scalable joint GTM model
that drives partner and customer success
· Be the "Go To" resource for ensuring key high-profile joint sales opportunities
are sourced, developed and closed
· Maintain joint AWS/partner business plans, establishing clear, mutual
commitments around marketing, readiness/skills development, and sales and
incorporating the rhythm of the relationship clearly.
· Review this plan in clear periodic Business Reviews with partner and AWS
stakeholders to monitor progress and establish corrective actions as needed.
· Drive program execution across activities involved in the completion of
commitments and goals established in the Business Plan, including coordination of
AWSs investments, lead generation-related activities, training and readiness, and
joint sales activities between your ISV partners and the AWS field organizations.
Constantly maintain a clear view of the return on mutual investments.
· Lead regular pipeline reviews to ensure pipeline information is thorough and
accurate according to AWSs adoption solution stages. Hold reviews (for large
opportunities) with both ISV and AWS Account Management teams to identify best
practices to leverage or lessons to be learned.
· Broker internal resources, tools, references and/or investments needed to
execute on the business plans in order to help meet the set goals
We are open to hiring candidates to work out of one of the following locations:
Sao Paulo, SP, BRA
· 7+ years of technology related sales experience.
· Direct field & management experience in working with enterprise customer
accounts and with ISV partners.
· Proven communication and presentation skills, both written and verbal
· Extensive experience working with information technology customers and/or
partners through account management, product management, program management and
business development engagements, as examples
· Experience working with C-level decision makers and strong familiarity with
decision making processes in enterprise customer.
· Demonstrated experience building new business plans, working with multiple
stakeholders including direct and channel marketing, product management and
account management teams.
· Sales experience with a desire to coordinate field teams to develop and close
high-profile deals
· Fluent in Portuguese and English