Senior Partner Sales Manager, Enterprise, South Africa

Would you like to be part of a team that is redefining partner co-selling in South Africa? We are looking for world-class internal candidates to work with and support sales with the leading Systems Integrators (SI's), ISV’s, and Global Systems Integrators (GSI's) in the Enterprise market segment in South Africa. As a Senior Partner Sales Manager (PSM) supporting the South African enterprise market segment, you will have the exciting opportunity to develop and deliver on our strategy to lead co-sell with partners in customer engagements that drive customer business outcomes.

You will drive the AWS business opportunities with partners by teaming with the account management teams and their leadership in South Africa. This requires driving field relationships with partners, customers, and the AWS team. You will be responsible for top-line revenue growth and overall customer adoption of partners across the target segment. The ideal candidate will possess a business background that enables them to engage at the CxO level and to easily interact with Partners, Customers, and sales/field reps. They should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Your responsibilities will include establishing and growing business and technical relationships with both customers and partners, while managing the day-to-day partner sales interactions. You will be responsible for driving top-line revenue growth and overall AWS adoption via partners in South Africa within the Enterprise segment.

Roles & Responsibilities:

1. Have a holistic view of the Partner Community in the designated territory, a deep understanding of the partner capabilities and solutions that will delight customers.
2. Advise customers and sales teams on the value of partners, engagement, and recommend qualified partners to deliver on customer needs.
3. Expand the existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
4. Become a trusted member of the sales team to own deal execution with partners, leveraging Partner programs, and coaching Partners on sales best practices.
5. Work closely with Partner Sales Solution Architects (PSSA) to ensure partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners in the local market.
6. Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology, marketing, and sales initiatives.
7. Establish a business cadence and create and execute operational rigor around initiatives and pipeline management with internal and external stakeholders.

Key Job Responsibilities:

1. Create & Lead G/SI sales engagements alongside Field Sales in Accounts.
2. Support G/SI sales engagements alongside Field Sales in Accounts where necessary.
3. Create & Lead ISVA sales engagements alongside Field Sales in Accounts.
4. Support ISVA sales engagements alongside Field Sales in Accounts where necessary.
5. Create & Lead GFD sales engagements alongside Field Sales & Partner Management in Enterprise Greenfield Accounts.

BASIC QUALIFICATIONS

1. Experience in engaging and influencing C-level executives and strong familiarity with decision-making processes in a customer and partner enterprise environment.
2. Strong sales and commercial acumen with a desire to coordinate field teams to develop and close high-profile partner deals.
3. Experience of direct and partner sales or business development within the Software / SaaS/ Cloud or Telco markets.
4. Experience working with diverse and complex partner networks including GSI´s, ISV's and Distributors.
5. Demonstrated experience working with cross-function stakeholders including direct and channel marketing, product management, operations, and account management teams.

PREFERRED QUALIFICATIONS

1. 10 years of relevant work experience in commercial roles / sales management in the IT industry in South Africa.
2. Excellent communication and presentation skills.
3. Experience with AWS or other cloud providers.

Amazon is an equal opportunities employer, and we value your passion to discover, invent, simplify and build. We welcome applications from all members of society irrespective of age, sex, disability, sexual orientation, race, religion or belief.