Sr. Partner Development Manager, Security, Partner Organization

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to manage an elite portfolio of strategic AWS technology partners focused on the Container ecosystem. Your job will be to use these strategic partners to help deliver on AWS’ strategy to drive enterprise adoption of the AWS cloud computing platform, which includes Amazon S3, Amazon EC2, Amazon SimpleDB, Amazon RDS and many more cloud services.

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.

Responsibilities will include driving C-level and field relationships with your partners and with the AWS sales field, guiding the development and launch of joint solutions in the container / public cloud space, and executing joint GTM plans globally. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, 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 to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with enterprise customers. The ideal candidate should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. The position also requires a strong business acumen and familiarity with Security ISVs including Palo Alto Networks, Crowdstrike, Zscaler, Okta and others.



Key job responsibilities

- Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology integration, marketing and business development initiatives.
- Serve as a key member of the AWS alliance team in helping to define and deliver our go-to-market strategy with container partners.
- 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 partner progress and achievement to goals.
- Set and manage business development and sales targets and work with your team, each 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.).
- Ensure that AWS is each partner’s preferred public cloud computing platform across all partner product lines.
- Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
- Have 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 negotiations and serve as a liaison to the legal group.
- Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).





About the team
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.

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 developing, negotiating and executing business agreements experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules - Experience identifying, negotiating, and executing complex legal agreements
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Experience presenting to both technical and non-technical executive audiences
- Experience selling enterprise software or cloud-based applications

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

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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, CA, Mountain View - 162,700.00 - 220,200.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually