Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in cloud computing and is looking for a strong candidate to manage AWS Business Consulting and Advisory Partners (BCAPs) in the ASEAN region. AWS BCAPs comprises Strategy and Business Consulting global firms operating across the region.
Do you have the business knowledge and industry expertise necessary to position Amazon as the preferred technology and platform of choice for digital transformation and technology modernization? As the ASEAN BCAP Partner Manager, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of AWS services by strategic customers and community members. You will be responsible for driving and building the joint business between AWS and the BCAP partners focusing on the following goals – build AWS thought-leadership in the market, joint assets and solutions to bring unique and differentiated business value for our joint customers, and align together to help key customers in their digital transformation and tech modernization initiatives. This requires building trust and driving executive and field relationships with BCAPs Partners, Managing Directors, other senior leaders, and their industry and digital/ technology teams. You will work closely with the AWS Global, Regional and ASEAN leadership team, global and regional BCAP Partner team, Business Development and broader Amazon Partner Network (APN) Segment teams. The ideal candidate will possess both a strong business development, partner management, sales and technical background that enables them to engage at the CXO level and technology leaders. He/she should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling business value propositions.
ROLES & RESPONSIBILITIES:
- Engage with BCAPs and understand their offerings, map their cross-functional organizations and understand their business goals and go-to-market approach.
- Work with AWS Global, Regional and ASEAN business development, marketing, services sales leaders and Solution Architects to re-define and execute BCAP ASEAN business plan, including thought-leadership, joint assets/solutions and key customer engagements initiatives in collaboration with BCAP stakeholders.
- Map BCAP ASEAN plan with the ASEAN Regional plan to increase AWS penetration in specific industry verticals and drive focused initiatives such as joint prospecting to generate demand.
- Co-sell and drive joint targeted sales engagements between BCAPs and the ASEAN Enterprise and other sales teams to generate incremental business opportunities.
- Serve as a key member of the Partner teams in helping to define and deliver the joint assets and solutions, marketing and business development initiatives such as prototypes and pilots/POCs.
- Work closely in alignment with internal stakeholders such as marketing, BD, ProServe, marketing, legal, support, procurement, etc.
- Proven ability to identify and support 3rd party offering development
- Experience working in global companies across different sales, business development and technical teams, bringing together a cross functional teams located globally to deliver results
- Strong track record of consistently exceeding performance goals and KPIs
- Demonstrated ability to engage and influence both technical (CIO, CISO) and business C-level executives
- Strong presentation skills and the ability to articulate complex concepts to cross functional and non-technical audiences
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
