Sr Partner Development Manager, Technology Partners, TW
Taipei, TP, TW

Amazon Web Services (AWS) is a highly reliable, scalable, low-cost infrastructure platform in the cloud that powers hundreds of thousands of enterprise, government and start-

up business and organizations in over 190 countries around the world. Launched in 2006, Amazon Web Services officially began offering developer customers access to web services now widely known as cloud computing based on Amazon’s own back-end technology platform.

Using AWS, developers and businesses across all sizes can take advantage of Amazon's expertise and economies of scale to access resources when their business needs them, delivering results faster and at a lower cost.

AWS cloud helps customers save substantial costs and time by eliminating their day-to-day management hassle of running their physical datacenters so that they can focus on their core competence.

AWS Consulting Partners provide consulting and integration service to customers (as an SI) while Technology Partners develop and sell their products or provide services to end users on AWS infrastructure (as an ISV or Hardware Provider).

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class candidates to develop relationships and manage the success of our Technology Partners in Taiwan.

As a Partner Development Manager (PDM) for Ecosystem Partners within AWS, you will have the exciting opportunity to identify, develop, enable and build go-

to-market strategies with partners who build their solutions on top of AWS.

Responsibilities will include owning the strategic relationship with assigned partner accounts, recruiting and developing local ISV partners.

The PDM will manage day-to-day joint sales activities with the partner’s sales organization and also align with AWS account sales team on end user related account coverage and customer support.

The ideal candidate will possess both a business background and rich sales experience that enables them easily interact and engage partner and customers at the CXO level.

He / she should also have a demonstrated ability to think and present strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

The position also requires a strong technical acumen along with working experience and knowledge of solution architecture, application development methodology and the enterprise software and service landscape.

Roles & Responsibilities

  • Identify specific business segments and industry verticals to approach with a joint value proposition for using AWS on new partner recruitment.
  • Serve as the first AWS contact point for partners on APN on-boarding service

  • Serves as a key member of the Ecosystem Partner team in helping to define and deliver the overall GTM strategy. Work with existing partners to define and execute joint sales and Go to Market (GTM) programs.
  • Set and manage revenue targets and work with partners and AWS sales organizations to achieve / exceed goals

  • Understand the technical requirements from partners and work closely with the internal development team to guide the direction of our product offerings.
  • Evaluate and determine developer partners’ demand on product development support and leverage internal resource from both global and local team to provide effective and in time support

  • Achieve assigned sales target. Close and hands on work with partners’ field sales organization, channels and end customers to create and drive revenue opportunities for both partners and AWS.
  • Support partners to compete with competitors on end user oriented projects by leverage AWS internal resource and direct customer engagement.

  • Align internal mechanisms to work with account sales team on partner related key projects, marquee deals and day-to-day sales management, support account sales team on customer projects by involving right partners to provide right solutions as needed
  • Manage contract negotiations involving legal, marketing and business terms
  • Use CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes, maintain the partner account information as well as partner sales leads information up-
  • to-date in system, prepare and present for business reviews to the senior management team at regular basis

  • Engage the partner’s field sales organization, ISVs and end customers to create and drive revenue opportunities for AWS.
  • Implement AWS strategy for ISVs and propose new disruptive models to grow ISV market in Taiwan.
  • Set and manage revenue targets and work with the ISV and AWS sales organizations to achieve / exceed goals.
  • Manage and close a pipeline of business associated with the named accounts.
  • The right person will possess 10 15 years of account sales / partner management or business development experience in the software / internet / services industry
  • Strong results driven sales sense with solid technical acumen, and a demonstrated track record of driving emerging / disruptive technologies like open source software, virtualization and Software as a Service delivery models
  • Consistently exceeds quota and key performance metrics
  • Good professional networking and customer / partner relationships in the Taiwan IT market, experience in managing local ISV and SI sales is a plus
  • Track record of managing Global Enterprise Accounts, with all up responsibility across the entire organization
  • Good presentation skills and the ability to articulate complex concepts to cross functional audiences. Enjoy and able to learn quick, effective present on new technology and business, good at identify, facilitate and convince customers’ decision maker
  • Fluent in English and Mandarin
  • Past experience of running a company or business operation

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