Sr. Partner Development Manager - SAP, BCAP

DESCRIPTION

Amazon Web Services (AWS) is looking for a world class partner and sales leader to manage the SAP on AWS business for our business consulting advisory partner (BCAP) portfolio that includes partners such as Bain & Company, BCG, Kearney, and McKinsey as the primary focus. As a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through BCAPs and their SAP customers.

Responsibilities will include driving C-level and field relationships with your partners and with the AWS field sales, and executing joint GTM plans globally. You will be responsible for driving top line revenue growth and overall market adoption of joint AWS and BCAP solutions, by establishing and growing business and technical relationships while managing the day-to-day partner interactions.

The ideal candidate 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 develop and manage joint SAP GTM efforts, and to easily interact with enterprise customers and sales executives. This person should have a demonstrated ability to think strategically about SAP-related business, product, and technical challenges, as well as build and convey compelling value propositions for SAP on AWS as they relate to business consulting advisors vs systems integrators. The position also requires a strong understanding of SAP's solutions, SAP's go to market model, SAP RISE/GROW and familiarity with cloud services.

AWS partners develop and deploy SAP solutions for customers. AWS customers are developing some of the most exciting and innovative new businesses, and partners are using cloud technologies from AWS such as GenAI and Machine Learning, IoT, compute and storage to dramatically accelerate innovation.

Key job responsibilities
• Working with cross functional teams to create and execute a strategic business plan, inclusive of enablement, practice development, and marketing and sales initiatives on solutions that meet SAP on AWS customer's needs with measurable ROI
• Engage BCAP’s leadership and end customers to create and drive revenue opportunities for AWS
• Evangelizing BCAP’s SAP on AWS value proposition internally throughout AWS and externally with customers
• Driving BCAP portfolio partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan
• Establishing AWS as the BCAP’s preferred cloud computing platform for SAP and RISE/GROW
• Responsible for enabling the BCAP’s global SAP leadership on AWS differentiation
• Understand how to create joint solution offerings and work closely with internal AWS development teams to guide the direction of joint solution offerings
• Prepare and give business reviews to AWS and BCAP senior leaders
• Manage complex contract negotiations involving legal, marketing and business terms
• Serve as a key member of the AWS SAP partner team helping to define and deliver the overall go-to-market strategy for our global system integrator segment.
• Up to 50% global travel

About the team
Diverse Experiences:
AWS values diverse experiences. Even if you do not meet all of the 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.

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 & 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.

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.

BASIC QUALIFICATIONS

- Bachelor's degree
- 5+ years of sales or business development experience
- Experience working with and SAP
- Experience owning go-to-market strategy
- Experience engaging senior executives on high priority initiatives