Sr. Partner Manager, Strategic Aerospace & Defense Partners

$168,300 - $278,200/Yr

Amazon - Arlington, VA

Full-time - Senior

Arlington, VA

Sporting Goods, Hobby, Musical Instrument, Book, and Miscellaneous Retailers

About the position

The AWS Sr Strategic Partner Manager will play a crucial role in driving the adoption of Amazon Web Services (AWS) within the U.S. Federal sector. This position involves managing a team and developing strategic partnerships with Federal System Integrators (SIs) to enhance AWS's market presence and technical strategy. The role requires a blend of business acumen and technical expertise to engage with partners and government customers effectively, ensuring successful implementation of cloud solutions and driving revenue growth.

Responsibilities

• Serve as a key member of the AWS Federal SIs Leadership Team to help drive overall AWS market and technical strategy.
• Manage and build a team supporting Federal SIs.
• Maintain an accurate and robust System Integrator pipeline and forecast of business opportunities.
• Understand and navigate federal contracting vehicles and procedures.
• Set a strategic sales plan for your target markets and ensure it's in line with the AWS strategic direction.
• Understand the technical considerations and certifications specific to the public sector.
• Execute the strategic sales & business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.).
• Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required.
• Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings for developers.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
• Manage complex contract negotiations and liaison with the legal group.
• Handle a high volume of engagements and the fast pace of the cloud computing market.
• Self-motivated with a great sense of urgency and follow-through.
• Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges.

Requirements

• 5+ years' experience in leading and managing sales teams.
• Experience with technology platform sales with an understanding of government IT, datacenters, and cloud adoption.
• 10+ years of partner/business development, or enterprise sales experience with a focus on US Federal public sector agencies or SI's.
• Experience creating and executing on detailed, action-driven account and business plans in collaboration with extended teams.
• Experience developing, enabling and supporting System Integrators in the Federal market.

Nice-to-haves

• Self-starter and self-motivated with an entrepreneurial spirit and the ability to collaborate to solve complex business challenges.
• Experience using Salesforce (reports and CRM).
• Excellent writing skills. The ability to author original text including detailed sales forecasts and strategy planning documents.
• Excellent communication skills with the ability to lead executive level meetings understanding the audience and the ability to conduct Executive Briefing type activities.
• Understanding of compliance requirements of highly regulated customers in the public sector to include system accreditation frameworks which leverage the NIST guidelines.
• Experience with government technology capture, procurement, and contracting processes.
• Established network within the government partner and acquisition space.

Benefits

• Flexible work culture promoting work-life balance.
• Diversity and inclusion initiatives and employee-led affinity groups.
• Mentorship and career growth opportunities.
• Comprehensive medical, financial, and other benefits.