Job Title

Partner Territory Manager, ANZ, APJ Partner Territory ManagementDESCRIPTIONThe Amazon Web Services (AWS) Cloud Services team is looking for a Partner Territory Manager (PTM) to join our fast-paced team to drive customer acquisition and revenue growth through Partners in the Small Business customer sub-segment across ASEAN. As a Partner Territory Manager, you will have the exciting opportunity to develop a high volume, sell-through business in Australia and New Zealand (ANZ).The PTM is responsible for driving revenue and acquisition goals through multi-faceted business Partner territory plans that meet revenue and customer acquisition goals aligned to Partner incentives. The PTM leads pipeline acquisition through local Partners, and supports the Partners'' go-to-market activities to deliver this pipeline and ultimately revenue. Growing Partner sales revenue and enabling quality Partner-led customer solutions are top priorities.You will help Partners build the GTM strategies to reach customers with scalable, repeatable solutions based on AWS services amplified by the Partners'' services and solutions, and help them with available AWS funding options. You will collaborate with Partner Marketing to roll out and manage campaigns, track Partner performance, and support revenue recognition activities through close relationships with the sales staff at Partners in ANZ.Key job responsibilitiesWork with Partners to set and implement a business development plan (aka territory sales plan), and drive opportunity pipeline with strategic technology and consulting partners for SMB accounts, ensuring it''s in line with the AWS strategic direction.Drive incremental revenue through highly-leveraged sales engagements that employ Partner Sales staff to achieve sales goals.Own Partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs.Demonstrate ability to develop initiatives that drive the creation of opportunities with Partner''s field sales organization and accelerate opportunities to a successful business outcome.Understand and exploit the use of salesforce.com and other internal Amazon systems.Take smart risks and establish priorities across a complex business model.Effectively communicate, teach, and tailor detailed knowledge to all levels of audiences, and through established relationships, foster constructive dialogue, harmonize conflicting views, and lead the resolution of issues.BASIC QUALIFICATIONS5+ years experience with direct Sales and business development plans.5+ years experience in consultative sales working with Partners through account management, product management, program management, and business development engagements.PREFERRED QUALIFICATIONSConsistently exceeds quota and key performance metrics, with hands-on experience working with regional and global cloud computing partners.Sales manager experience, as the PTM will be working with various and multiple sales staff at the Partner(s) and/or experience working for a Services partner in a sales role.Experience in building and executing programmatic GTM campaigns.Works effectively in a dynamic environment with changing priorities and comfortable dealing with ambiguity.Excellent presentation, communication (oral & written), and relationship building skills, across all levels of management. #J-18808-Ljbffr