The Amazon Web Services (AWS) Cloud Services team is looking for a Partner Territory Manager (PTM) to join our fast-paced team to drive customer acquisition and revenue growth through Partners in the Small Business customer sub-segment. As a Partner Territory Manager, you will have the exciting opportunity to develop a high volume, sell-through business in Korea.
The PTM is responsible for driving revenue and acquisition goals through multi-faceted business Partner territory plans that meet revenue and customer acquisition goals aligned to Partner incentives. The PTM leads pipeline acquisition through local Partners, and supports the Partners’ go-to-market activities to deliver this pipeline and ultimately revenue. Growing Partner sales revenue and enabling quality Partner-led customer solutions are top priorities.
You will help Partners build the GTM strategies to reach customers with scalable, repeatable solutions based on AWS services amplified by the Partners’ services and solutions, and help them with available AWS funding options. You will collaborate with Partner Marketing to roll out and manage campaigns, track Partner performance, and support revenue recognition activities through close relationships with the sales staff at Partners in Korea.
Key job responsibilities
• Work with Partners to set and implement a business development plan (aka territory sales plan), and drive opportunity pipeline with strategic technology and consulting partners for SMB accounts, and ensure it's in line with the AWS strategic direction
• Drive incremental revenue through highly-leveraged sales engagements that employ Partner Sales staff to achieve sales goals
• Own Partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs
• Demonstrate ability to develop initiatives that drive the creation of opportunities with Partner's field sales organization and accelerate opportunities to a successful business outcome
• Understand and exploit the use of salesforce.com and other internal Amazon systems.
• Take smart risks and establish priorities across a complex business model
• Effectively communicate, teach, and tailor detailed knowledge to all levels of audiences, and through established relationships, foster constructive dialogue, harmonize conflicting views, and lead the resolution of issues
A day in the life
The PTM is an essential contributor to the Partner sales motion, advising on aspects related to Partner engagement and solution development. Serving as an integral stakeholder, like as account executive, the PTM participates in Partner sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews. PTMs collaborate to help build comprehensive Partner plans that drive incremental opportunities.
About the team
The Partner Territory Manager team expands customer cloud adoption by selling solutions through Partners to the SMB market. They achieve this goal by working with Partner Sales Teams and the AWS Partner Organization. • 5+ years of experience with direct Sales and business development plans
• 5+ years of experience in consultative sales working with Partners through account management, product management, program management, and business development engagements• Sales manager experience, as the PTM will be working with various and multiple sales staff at the Partner(s).
• Experience working for a Services partner in a sales role.
• Experience in building and executing programmatic GTM campaigns.
• A team player who effectively integrates, motivates and builds relationships with cross-functional team members, sponsors, key stakeholders, executives, and other individuals or organizations involved with or affected by the program.
• Works effectively in a dynamic environment with changing priorities and comfortable dealing with ambiguity.
• Excellent presentation, communication (oral & written), and relationship building skills, across all levels of management.
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