at Amazon in Chicago, Illinois, United States
Job Description
Description
Amazon Web Services (AWS) is looking for a world class partner and alliance leader to join the WW Cloud Foundations and Advanced Services (CFAS) Partner team.
As a Senior Managed Security Service Provider (MSSP) Partner Development Specialist (PDS), you will have the exciting opportunity to lead WW partner strategy and business development efforts in MSSP that includes MDR, MXDR across all AWS Partner types including Global and Regional System Integrators (SIs), Independent Software Vendors (ISVs), and Managed Security Service Providers (MSSPs). As a WW Senior MSSP PDS, you will work with Partners to help them build, market, and sell offerings aimed at helping customers with their security needs to migrate/build on AWS and manage their security 24/7. You will be responsible for driving top line revenue growth and customer adoption of AWS across all market segments through Partners. In this role, you will collaborate with a number of AWS internal teams including Partner Development Managers (PDMs), solution architects, WW Specialist Org (WWSO), sales, product, BD, marketing, and solution teams to position and deliver these offerings internally and to customers. You will be responsible for building practice plans and owning the execution of all elements of the plan including but not limited to enablement, GTMs, sales plays, executive alignment, supporting strategic deals, and relationship governance.
The ideal candidate will have a business background engaging at the CXO level, managing joint GTM efforts, and interacting with Partner security technical and business leaders, sales and marketing executives, and customers. The ideal candidate also possesses a demonstrated ability to think strategically about business, product, marketing, and technical challenges, as well as build and convey compelling value propositions. Working knowledge of cloud and cybersecurity is preferred.
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Key job responsibilities
- Own the route to market execution, optimization for MSSP (MDR, XDR, MXDR) offerings built by AWS Partners running on AWS.
- Drive partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan
- Engage each partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS
- Promote partner’s value proposition internally throughout AWS and externally with customers
- Understand Partner strategy and help build and drive go to market initiatives to support differentiation, customer wins, and market success
- Occasionally manage complex contract negotiations involving legal, marketing and business
- Drive Partner pipeline and customer wins through focused sales plays, GTMs, and partner marketing campaigns
- Triangulate on strategic deals with the AWS sales, WW specialist sales, Partner teams, and AWS ProServe.
- Prepare and deliver business reviews to AWS and partner senior leaders including business metrics, goal achievements, and overall health of business
- Collaborate with AWS security service product management teams to develop partner offerings
- Travel up to 25%
- Position can be located anywhere in US or Canada
We are open to hiring candidates to work out of one of the following locations:
Austin, TX, USA | Chicago, IL, USA | Nashville, TN, USA | San Diego, CA, USA | Santa Clara, CA, USA | Seattle, WA, USA | Washington, DC, USA
Basic Qualifications
- Experience developing strategies that influence leadership decisions at the organizational level
- 7+ years of sales, marketing, business development, or alliance management experience in the software/technology industry
- Experience authoring and scaling sales enablement materials to internal and external stakeholders
- Experience engaging senior executives and experience with decision making processes
- Organizational skills and attention to detail with experience setting clear priorities in a fast paced, dynamic work environment
- Experience engaging with C-level executives
- Experience working and communicating with multiple stakeholders and cross functional teams including direct and channel marketing, solution architect teams, and account management teams
Preferred Qualifications
- Experience interpreting data and making business recommendations
- Experience presenting to all levels of an organization
- Comfortable, confident, public speaker
- Understanding of AWS security and identity services
- Demonstrated results in achieving sales, business, development, or alliance management goals against annual growth targets
- Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
- Knowledge of MSSP platforms and Security Operations Centers (SOCs)
- Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
