Sr. Manager- Partners – Central & State Government

Sr. Manager- Partners – Central & State Government

Amazon Web Services (AWS)
10-13 years
Not Specified

Job Description

Job location :Delhi/NCR/Bangalore
Would you like to own building the future for a leader in the Cloud Computing business Amazon Web Services (AWS) is leading the next paradigm shift in computing and is building a team of business development professionals to establish relationships and manage the success of our emerging Technology and Consulting partners within the India Public Sector market for Amazon Internet Services Pvt. Ltd (AISPL), the local seller for cloud services in India). Do you have the people skills, business savvy, government business development, ecosystem experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider for these partners
As a Partner Development Manager for the Government business at AISPL, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of AWS cloud in the Public Sector. Your mission will be to manage a team of PDM's to build a partner ecosystem across different types of partners. You will develop AWS cloud awareness and adoption, build AWS competency, and foster the development of cloud-based solutions with key AWS Partner Network (APN) of AISPL who deliver solutions for government, education, healthcare and non-profits.
In this people-manager role, you will manage a team of PDM's and also manage a territory of high value APN partners while developing business and technical relationships to grow the overall business. You will have interactions with these partners as they progress in their adoption of AWS cloud for their solutions, and then as they bring the solutions to market at scale and sell jointly with AISPL. The ideal candidate will possess a business background that enables them to drive an engagement and interact at the executive level, a technical background that enables them to easily interact with software developers and architects and has people management background to support a team of high-performing PDM's. He/she should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions to all levels. You will also work closely with the AISPL Public Sector business development team to drive joint business engagement, as well as strategically plan for development of future opportunities and pursuits.
Ideal candidates must have strong Public Sector industry experience and demonstrated the ability to think and act strategically on the government customer mission, industry directions, and partner/customer technical challenges. They will possess both and technical business background that enables them to drive engagements and interact at multiple levels with APN partners and customers of AISPL, including the partner founders/ board.
Roles & Responsibilities:
. Serve as a key member of the AISPL Public Sector Team in helping to drive overall business goals.
. Manage a set of team members who address different aspects of the Government partner ecosystem. Also manage APN partners who build vertical solutions for the Public Sector.
. Deep understanding of government procurement and contracting process to navigate the Public Sector contracting vehicles and RFP procedures with key strategic and advisory partners.
. Understand the legal, compliance, security, and technical considerations and certifications specific to the Public Sector that impact APN partner ecosystem.
. Build and execute a plan to develop the competency and capabilities of the strategic and advisory APN partners in India through technical trainings/enablement, business development engagement, programs and operations that translates into a sustained and growing business portfolio for these APN partners.
. Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
. Develop and manage pipeline by engaging with partners.
. Manage complex contract negotiations and liaison with the Legal group.
. Engage with APN partner teams on the new partner programs to build and scale the strategic partner engagements in the India central government segment.
. Develop strategic relationship with chosen public sector domain partners to ensure that they adopt AWS as their cloud platform and jointly develop GTM (Go-To-Market) plans with solution focused approach.
The right person will possess significant partner acquisition, management and development experience in the software/technology industry.
. Strong business and technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like Cloud Computing.
. Long term, ownership mindset and experience of building businesses.
. Minimum 10 years of partner/business development, enterprise sales, and/or program/product management experience with a focus on Public Sector.
. Experience with government technology capture, procurement, and contracting process
. Track record for managing business accounts and territories and meeting and exceeding quota. . Highly self-motivated and entrepreneurial
. Excellent communication and writing skills, and operational hygiene
. Experience with government technology capture, procurement, and contracting process.
. Managed teams for at least 3 years.
Preferred qualifications MBA, Computer Science, and/or Engineering/Math background. Working knowledge of software development practices and data center / infrastructure / networking technologies.
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, disability, age, or other legally protected status.

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