Job description

• At least 5 years of partner/channel business development experience with Distributors/value-added-resellers in the technology industry
• 5+ years of sales, business or partner development providing cross functional and supporting internal and external stakeholders
• 5+years of building teams and development of employees
• Good relationships with Top Distributors in country
• Experience of putting in place Distribution channels and successful execution of business ramp up plans
• Experience with Cloud channel sales

Job summary
As a Distribution Partner Development Manager, you will help scale the delivery of industry leading, transformative partner programs that support the AWS distribution partner ecosystem in building and differentiating their high-value products, solutions and services that help accelerate AWS Distribution Partners in building a successful cloud practice.

This role will challenge both your creative and analytical skills. You will build relationships with business stakeholders within the global alliances team at AWS and AWS distribution partners, become a subject matter expert in the distribution channel segment, drive both new partners and new sales campaigns in support AWS Channel Partners. The Distribution Partner Development Manager will partner with current and future AWS distribution partners in region, work with Global Distribution Program leaders, Regional Partner Development Managers, Regional and Local Sales teams, and the Sales organization, to execute and expand the AWS global distribution program.

This is a unique opportunity to play a key role in an incredibly fast growing business. The ideal candidate is experienced in building partner programs, and has a proven ability to learn new technologies fast. The Distribution Partner Development Manager can effectively influence both technical and non-technical audiences up to the senior executive level.

A primary responsibility of this role will be to execute a strategy for acquiring and nurturing a requisite set of Distributors and partners across multiple technology stacks. The ability to identify, prioritize and build relationships with the most strategic of these partners is essential. The right individual will need to focus on driving top line revenue growth and customer adoption through these partners. They will also work to ensure each partner in the Distribution Channel chooses AWS as the preferred platform for their customers.

The ideal candidate will be eager to build and develop a team to influence decision makers at the executive level, as well as the proven ability to interact with many stakeholders. She/he should have a demonstrated ability to think strategically and communicate clearly. Success criteria for this position will be heavily metrics driven, which will require contributing to the build out of a scalable process to manage a large volume of partners.

Key job responsibilities

• Support the execution of the technology services distribution programs in REGION
• Support the process for launching a new distribution channel partner in new geographic regions
• Develop structured processes around onboarding, enabling and supporting distribution partners for business and operations
• Work across regional sales and partner teams to build an ecosystem of strategic distribution partners that add significant value to AWS Channel Partners
• Serve as a key member of the AWS distribution program team in helping to define and deliver the overall go-to-market strategy
• Own all reporting of distribution, participating in regular business reviews with leadership and stakeholders
• Utilize salesforce.com and other internal Amazon systems to track key performance metrics

Experience working within the enterprise software industry

• Experience working with global technology distributors such as Ingram Micro, Tech Data, DLT, Westcon, etc. and existing CXO relationships at these partners
• Experience working with global teams is highly desired.
• Strong English verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences
• Solid technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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, disability, age, or other legally protected attributes.

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