Partner Territory Manager, ASEAN, APJ Partner Territory Management

Partner Territory Manager, ASEAN, APJ Partner Territory Management

Sector: Distribution and Warehouse, Technology
Role: Manager
Contract Type: Permanent
Hours: Full Time

DESCRIPTION
The 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 ASEAN.

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 your territory.

Key job responsibilities

1. Work 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 alignment with AWS strategic direction.
2. Drive incremental revenue through highly-leveraged sales engagements that employ Partner Sales staff to achieve sales goals.
3. Own Partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs.
4. 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.
5. Understand and exploit the use of salesforce.com and other internal Amazon systems.
6. Take smart risks and establish priorities across a complex business model.
7. Effectively communicate, teach, and tailor detailed knowledge to all levels of audiences, fostering constructive dialogue, harmonizing conflicting views, and leading the resolution of issues.

A day in the life
The Partner Territory Manager team expands customer cloud adoption by selling solutions through Partners to the SMB market. They achieve this goal by working with Partner Sales Teams and the AWS Partner Organization.

The PTM is an essential contributor to the Partner sales motion, advising on aspects related to Partner engagement and solution development. Serving as an integral stakeholder, like an account executive, the PTM participates in Partner sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews. PTMs collaborate to help build comprehensive Partner plans that drive incremental opportunities.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

BASIC QUALIFICATIONS

1. 5+ years experience with direct Sales and business development plans.
2. 5+ years experience in consultative sales working with Partners through account management, product management, program management, and business development engagements.

PREFERRED QUALIFICATIONS

1. Consistently exceeds quota and key performance metrics, with hands-on experience working with regional and global cloud computing partners.
2. Sales manager experience (as the PTM will be working with various and multiple sales staff at the Partner(s)) or experience working for a Services partner in a sales role.
3. Experience in building and executing programmatic GTM campaigns.
4. A team player who effectively integrates, motivates and builds relationships with cross-functional team members, sponsors, key stakeholders, executives, and other individuals or organizations involved with or affected by the program.
5. Works effectively in a dynamic environment with changing priorities and comfortable dealing with ambiguity, as well as excellent presentation, communication (oral & written), and relationship-building skills, across all levels of management.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit this link for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.