Senior Partner Sales Manager, Enterprise, South Africa

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

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

1. Establish and grow business and technical relationships with both customers and partners, while managing the day-to-day partner sales interactions.
2. Drive top-line revenue growth and overall AWS adoption via partners in South Africa within the Enterprise segment.
3. 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.
4. Advise customers and sales teams on the value of partners, engagement, and recommend qualified partners to deliver on customer needs.
5. Expand the existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
6. Become a trusted member of the sales team to own deal execution with partners, leveraging Partner programs, and coaching Partners on sales best practices.
7. 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.
8. Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology, marketing, and sales initiatives.
9. 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 ISV sales engagements alongside Field Sales in Accounts.
4. Support ISV sales engagements alongside Field Sales in Accounts where necessary.
5. Create & Lead greenfield sales engagements alongside Field Sales & Partner Management in Enterprise Greenfield Accounts.

A Day in the Life

A day in the life of an enterprise Partner Sales Manager involves working closely with AWS' Consulting and Technology partners as well as AWS field sales, solution architects, and the AWS Marketplace and Partner Management teams to ensure our customers' needs are effectively addressed by partners or through partner solutions.

As with any sales role, a keen control over sales forecasting and opportunity progression is required and as such takes consistent day-to-day attention. Partner Sales Manager days are spent with customers, partners, and internally, diving deep into a customer's strategy and business outcomes and aligning partners to support and deliver those.

About the Team

Diverse Experiences. Amazon 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.

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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empowers us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and 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.

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-functional stakeholders including direct and channel marketing, product management, operations, account management teams, legal, finance, etc.

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. Amazon is strongly committed to diversity within its community and especially welcomes applications from South African citizens who are members of designated groups who may contribute to Employment Equity within the workplace and the further diversification of ideas. In this regard, the relevant laws and principles associated with Employment Equity will be considered when appointing potential candidates. We are required by law to verify your ability to work lawfully in South Africa. Amazon requires that you submit a copy of either your identity document or your passport and any applicable work permit if you are a foreign national, along with an updated curriculum vitae.

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Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.