Description
Would you like to be part of a team that is redefining partner co-selling in South Africa, who are looking for world class internal candidates to work with and support sales with the leading Systems Integrators (SI's), ISV's and Global Systems Integrators (GSI's) in the Enterprise market segment in South Africa. As a Senior Partner Sales Manager (PSM) supporting the South African enterprise market segment, you will have the exciting opportunity to develop and deliver on our strategy to lead co-sell with partners in customer engagements that drive customer business outcomes.
You will drive the AWS business opportunities with partners by teaming with the account management teams and their leadership in South Africa. This requires driving field relationships with partners, customers and the AWS team. You will be responsible for top line revenue growth and overall customer adoption of partners across the target segment. The ideal candidate will possess a business background that enables them to engage at the CxO level and to easily interact with Partners, Customers and sales/field reps. They should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Your responsibilities will include establishing and growing business and technical relationships with both customers and partners, while managing the day-to-day partner sales interactions, you will be responsible for driving top line revenue growth and overall AWS adoption via partners in South Africa within the Enterprise segment.
Roles & Responsibilities
- Have a holistic view of the Partner Community in the designated territory, a deep understanding of the partner capabilities and solutions that will delight customers.
- Advise customers and sales teams on the value of partners, engagement and recommend qualified partners to deliver on customer needs.
- Expand the existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
- Become a trusted member of the sales team to own deal execution with partners, leveraging Partner programs, and coaching Partners on sales best practices.
- Work closely with Partner Sales Solution Architects (PSSA) to ensure partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners in the local market.
- Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology, marketing and sales initiatives.
- Establish a business cadence and create and execute operational rigor around initiatives and pipeline management with internal and external stakeholders
- Create & Lead G/SI sales engagements along-side Field Sales in Accounts.
- Support G/SI sales engagements along-side Field Sales in Accounts where necessary.
- Create & Lead ISVA sales engagements along-side Field Sales in Accounts.
- Support ISVA sales engagements along-side Field Sales in Accounts where necessary.
- Create & Lead GFD sales engagements along-side Field Sales & Partner Management in Enterprise Greenfield Accounts.
A day in the life of an enterprise Partner Sales Manager involves working closely with AWS' Consulting and Technology partners as well as AWS field sales, solution architects and the AWS Marketplace team to ensure our customers' needs are effectively addressed by partners or through partner solutions.
As with any sales roles, a keen control over sales forecasting and opportunity progression is required and as such takes consistent day to day attention.
Partner Sales Manager days are spent with customers, partners and internally, diving deep into a customer's strategy and business outcomes and aligning partners to support and deliver those.
About The Team
Diverse Experiences
Amazon 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.
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.
Inclusive Team Culture
Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
Basic Qualifications
- Experience in engaging and influencing C-level executives and strong familiarity with decision making processes in a customer and partner enterprise environment.
- Strong sales and commercial acumen with a desire to coordinate field teams to develop and close high-profile partner deals.
- Experience of direct and partner sales or business development within the Software / SaaS/ Cloud or Telco markets.
- Experience working with diverse and complex partner networks including GSIs, ISV's and Distributors.
- Demonstrated experience working with cross-function stakeholders including direct and channel marketing, product management, operations, account management teams, legal, finance etc.
- 10 years of relevant work experience in commercial roles / sales management in the IT industry in South Africa.
- Excellent communication and presentation skills.
- Experience with AWS or other cloud providers.
