Amazon Web Services (AWS) is looking for a world class partner and alliance leader to join the Data and Analytics partner team to lead business development efforts with System Integrator (SI), Channel, and Consulting Partners. As a Principal Partner Development Specialist (PDS) for Analytics in ASEAN, you will have an exciting opportunity to deliver on our strategy to accelerate adoption of AWS within Data, Analytics, and Advanced Analytics practices of strategic partners while working with a world-class team of other Partner Development Specialists focused on the same mission. You will help them develop capabilities, AWS powered data, analytics and BI offerings, develop and execute go-to-market and enablement plans, leading to healthy business pipeline, joint customer wins and market success.
Establishing secure and optimized data, analytics, and BI architectures on AWS Cloud is strategically important for our customers. In this role, you will work with partners to help them build growth oriented and strategically focused practices to deliver on these customer and market expectations. In this endeavor, you will collaborate with a number of AWS internal teams including partner managers, solution architects, sales, product, BD, marketing, and solution teams to position and deliver these capabilities internally and to partners. You will be responsible for building Analytics practice plans for each partner and owning the execution of all elements of the plan including but not limited to enablement, GTMs, sales plays, executive alignment, supporting strategic deals, and relationship governance. AWS Data and Analytics organization will look to you as the expert on your managed partners and to drive AWS market success through them. You will also act as a mentor to the regional analytics PDS team, bringing your substantial experience in coaching and guiding the team into delivering customer and partner success.
You should have a multi-faceted background to succeed in this position including a deep understanding of SI/Consulting business, selling software and consulting projects into enterprise customers, and building alliances between technology and consulting organizations. Ideally this expertise would have been acquired in similar positions at other enterprise software companies or working within SI organizations while engaging closely with technology firms. Additionally, you should have a deep understanding of the data, analytics, and BI technology landscape and ideally, an understanding of machine learning and generative AI capabilities. You should have a solid understanding the data and analytics market dynamics, and a demonstrated ability to think strategically about business, process, and technical challenges, as well as build and convey compelling business cases and value propositions.
Key Responsibilities:
- Working with cross functional partner and AWS teams, build and drive analytics business plans which serve as blueprints for a partner’s growth
- Understand SI strategy and help build and drive go to market initiatives to support differentiation, customer wins, and market success
- Drive partner pipeline and customer wins through focused sales plays, GTMs, and campaigns
- Work with technical teams on both sides to identify, develop, and launch value add solutions/offerings which showcase SI capabilities and AWS technologies
- Create and drive enablement plans for SI teams in support of business needs
- Support SI market expansion in new geographies, vertical segments, and use cases by aligning with respective AWS teams and growth strategies
- Prepare and deliver business reviews to AWS and partner senior leaders including business metrics, goal achievements, and overall health of business
- 25% travel expected for partner meetings, supporting GTMs and meeting customers
Basic qualifications
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
Preferred qualifications
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations
