Windows Strategic ISV PDM

Come and join Amazon Web Services (AWS) as we redefine the IT Industry. We are building a business that has the potential to be at least as big as the Amazon.com retail business and are seeking world class candidates to contribute to this effort. As a Windows ISV Partner Development Manager, you will have the exciting opportunity to enable and grow our ecosystem of Technology Partners (ISV’s). These partners consist of some of the most innovative Independent Software Vendors (ISVs), SaaS and PaaS providers in the world building business solutions on the AWS platform in the cloud.


The primary responsibility of this role is to define and execute Windows platformed ISV go-to-market strategies with our partners that enables greater adoption of their core products and services. This includes identifying key ISV partners to recruit to the AWS platform, and driving deeper product/services integration between our partner’s products and AWS. A key part of the go-to-market strategy will be to develop SI and Consulting partners to scale the ISV business execution. The ideal candidate has the ability to influence decision makers at the executive level. The ideal candidate must demonstrate the ability to think strategically about business processes, growth requirements, and technical challenges. Success criteria for this position is heavily metrics driven, which necessitates a candidate that is detail oriented. The candidate should carry a business development bias for all things cloud/AWS and application architecture.


Additionally, the candidate should have deep understanding of the enterprise Windows platformed ISV partner ecosystem and the SI and consulting landscape of partners in EMEA to engage and develop. This role sits at the convergence point between sales, marketing, product/services, legal, PR, and finance. The candidate must be able navigate these teams and their objectives with ease and prioritize accordingly, able to capably manage them to outcome.


Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology, marketing and sales initiatives.


· Serve as a key member of the AWS Windows alliance team in helping to define and deliver the overall go-to-market strategy.
· Engage each ISV & SI partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS.
· 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 revenue 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.).
· Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
· Ensure that AWS sales field and partner business managers work closely with each partner’s customer base to maximize success using our web services.
· 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.


- Willingness to travel as required to EMEA based partner offices


The scope of the role is EMEA.



Basic Qualifications
7+ years of sales, business development, partner development and program management experience in a Microsoft solutions environment
Experience selling to C-level executives
Presentation skills articulating solutions and concepts to cross functional audiences.
Experience working within the enterprise software development industry
Experience helping partners and customers with Microsoft platforms such as SQL Server, Windows Server, .NET and currently Microsoft cloud platforms.
Fluent in English verbal and written language required.



Preferred Qualifications
Consistently exceeds quota and key performance metrics
Prior experience working with Systems Integrators and Consulting Companies to drive sales
Experience working with Microsoft field sales reps and customers from a partner perspective
Experience working with Microsoft Windows solutions preferred
Meets/exceeds Amazon’s leadership principles requirements for this role
Meets/exceeds Amazon’s functional/technical depth and complexity for this role