Global Alliance Manager, Cyber Security

Job summary
Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to manage a portfolio of strategic Cyber Security AWS technology partners. 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 EKS and many more cloud services. Responsibilities will include driving C-level and field relationships with your partners and with the AWS sales field, 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. You 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.
You 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 technical acumen and deep familiarity with cloud and infrastructure technologies.

Roles & Responsibilities:

• 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 alliance team in helping to define and deliver the overall go-to-market strategy.
• Engage each partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS and partners.
• 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.
• Manage complex negotiations and serve as a liaison to the legal group.

About Us
Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Balance
Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.

This position involves on-call responsibilities, typically for one week every two months. We don’t like getting paged in the middle of the night or on the weekend, so we work to ensure that our systems are fault tolerant. When we do get paged, we work together to resolve the root cause so that we don’t get paged for the same issue twice.

Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. Our senior members enjoy one-on-one mentoring and thorough, but kind, code reviews. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future.

Basic Qualifications

• 10+ years of experience in sales management and/or business development, specifically focused on cloud or ISV technology providers.
• 10+ years of experience with Cyber Security products and solutions.
• 3+ years of experience presenting business plans and technical topics to C-level executives. Additionally, prior experience in writing internal and external documents, white papers and collateral.
• 3+ years of delivering partner plans and collaborating with stakeholders.

Preferred Qualifications

• Bachelor’s degree in technology and/or business
• MBA
• Global alliance and sales account management
• Knowledge of AWS and Infrastructure technologies, services and standards
• Ability to create and meet joint solution and GTM strategies and tactical plans.
• Consistently exceed quota and key performance metrics.
• Demonstrated ability to engage and influence C-level executives.
• Technical acumen, with a demonstrated track record of driving emerging/disruptive infrastructure technologies as well as virtualization and Software as a Service delivery models.

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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.