Partner Success Lead for Enterprise Segment, IND

Job Description

Reporting to the India & SAARC Partner Success Leader, this role is responsible for the all-inclusive partner strategy for India Enterprise segment and has day to day responsibility for all partner sales and co-selling with the Amazon Internet Services Pvt Ltd [AISPL] field sales teams in Enterprise Segment. This encompasses both consulting and technology partner sale. This individual will need to collaborate effectively with internal stakeholders including Enterprise segment sales teams, Partner Development team, Other AISPL Partner teams, AISPL Finance and other functional teams and external stakeholders including partner sales and technical teams. Role requires the individual to be results driven with experience in sales, channel, or business development in infrastructure or cloud services. The successful candidate must have demonstrated leadership qualities, and will draw upon experience in sales, relationship building, and both direct and matrix operating structures. The individual must have deep experience in supporting a constantly evolving channel and alliances team, being the local presence of the Partner sales in Enterprise segment, and delivering against targets.In addition to Partner Success for Enterprise, India the role will also have the responsibility to lead Partner Core, India team members jointly with the respective functional manager for each of these specialists.Overall role requires aligning the best-fit partner for each opportunity and inspiring and enabling our strategic partners to transform their business towards the opportunity of cloud migrations to AWS in Enterprise segment. You will be playing a key role in accelerating these partners cloud business plans and capabilities to build scale to meet massive customer demand.Responsibilities: Manage a partner sales target delivered through a broad set of AWS Partner Network (APN) Consulting and Technology Partners within India and SAARC region Lead a team of partner success managers that are responsible for the overall success of APN partners selling with the AWS field teams. Represent AWS as the Enterprise segment partner success lead for India & SAARC; and participate in industry and partner events to deliver thought leadership on how AISPL partners. As the voice of the AWS field, engage with AWS partner management and partner core team leaders to support the recruitment and build of partner capability aligned with business requirements. Manage and develop multiple senior sales and technical relationships across a wide range of top partners within and establish the partner success team as the single point of contact for selling with AWS. Drive efficiencies and operational improvements across the partner success function and be an active voice for change and improvement to the partner core teams. Manage the operational cadence of business reviews (MBR, QBR) with the Enterprise sales leadership across India Engage strategic partner account teams and inspire and enable lighthouse wins that are then replicated. Working alongside Partner Development Managers, develop extensive executive and senior management relationships within strategic partner organizations and specifically within the business lines and account teams. Develop an extensive portfolio of cloud opportunities with strategic partners, including account targeting, joint go to market plans and marketing initiatives. Identify opportunities and inspire partners to develop capabilities, IP and new go to market solutions to meet market needs. Establish and execute regular cadence and mechanisms to review pipeline, deals and partner performance against agreed plans. Identify strategic partners for Enterprise segment in India that will build scale and agree and execute enablement plans. Meet and exceed revenue targets, partner sourced wins, partner led migrations etc. Prepare and give business reviews to the senior management team Provide deal level commercial support, 10+ years relevant work experience in technology enabled consultative selling or business development roles focused on transformation in large enterprise Demonstrated ability to be a market maker across industry, partner and technology domain. Able to inspire and motivate change within the partner ecosystem. Build relationships at executive level and inspire organizational change and drive lighthouse wins. 5+ years experience developing, implementing, managing and executing field programs Working knowledge of emerging, current and legacy application + infrastructure architectures, processes, frameworks, technologies and tools Results focused; consistently exceeds key performance metrics. Exceptional communication (verbal and written) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams. Excellent business and financial acumen skills including business case construction and deal negotiation. Proven track record of taking ownership and driving results. Ability to effectively lead and work with a variety of organizations, management levels, cultures, and personalities. Demonstrate a strong bias for action and hands on approach An evangelist of the cloud era, an industry and technology domain, seen as a rainmaker for and by the partners and peers in the respective industry. Experience (10+ years) working within significant relevant large scale organizations or experience selling to and partnering with these organizations is highly desired. Education; MBA or commercially focused degree highly desired

Keyskills :
enterprise salesthought leadershippartner managementfield salesbusiness casebusiness developmentawscloudrelationship buildingpartner developmentinternet servicesconsultative selling