Sr. Partner Development Manager, CMT, US Consulting Partners

The Amazon Web Services (AWS) North American Partner Development organization is looking for an experienced Partner Development Manager (PDM) to join our fast-paced team to work with our consulting partners and help customers solve their business problems in the Communications, Telco, and Media (CMT) industry across the USA. As a PDM, you will have the exciting opportunity to drive partner solution sales into AWS's CMT customers.Responsibilities include working with our Global and Enterprise CMT Accounts and suggesting the right mix of consulting partner solutions to drive customer success and AWS adoption. In addition, this position will help guide our partners to develop the right differentiated offers to expand their CMT sales with AWS.The CMT PDM is responsible for driving a multi-faceted business partner strategy, working with the Partner PDM that impacts the overall sales and technical motions within an account. The PDM owns the CMT sales pipeline driven through partners, go-to-market (GTM) activities conducted by partners, growing partner sales revenue, educating AWS sales and customers on the partner community, and enabling partner-led customer solutions. You will help partners build the right proposal for customers based on AWS services and help them with available AWS funding options. You will also own GTM partner strategy, manage goals, grow business and technical relationships.The CMT PDM is responsible for driving a multi-faceted business partner strategy, working with the Partner PDM that impacts the overall sales and technical motions within an account. The PDM owns the CMT sales pipeline driven through partners, go-to-market (GTM) activities conducted by partners, growing partner sales revenue, educating AWS sales and customers on the partner community, and enabling partner-led customer solutions. You will help partners build the right proposal for customers based on AWS services and help them with available AWS funding options. You will also own GTM partner strategy, manage goals, grow business and technical relationships.This role requires CMT experience either working with companies in the industry or selling to companies in the industry and being able to have executive level discussions with CMT clients and partners and able to articulate business outcomes aligned with key industry initiatives. Must have the ability to understand major changes happening in the CMT industry enabled by technology changes or something around these key points.Key job responsibilitiesKey job responsibilities:• Set and implement a business development plan and drive opportunity pipeline with consulting partners for CMT accounts and ensure it's in line with the AWS strategic direction.• Drive incremental CMT revenue through large, complex engagements by navigating the interests and initiatives of cross-functional teams (Sales, Technical, ProServe, Business Development) to create and execute on partner business plans and achieve sales goals• Own CMT partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs• Demonstrate ability to develop CMT initiatives that drive the creation of opportunities with partner's field sales organization and accelerate opportunities to a successful business outcome• Influence a customer’s and partner’s strategic decision-making and planning for complex business areas by using data to provide advice and, at times, propose disruptive ideas• Understand and leverage Salesforce.com and other internal Amazon systems, including AI to efficiently manage opportunities and pipeline• Manage complex contract negotiations with partner, AWS sales teams and customer• Takes smart risks and establishes priorities• Effectively communicates, teaches, and tailors detailed knowledge to all levels of audiences, and through established relationships, fosters constructive dialogue, harmonizes conflicting views, and leads the resolution of issuesA day in the lifeThe PDM is an essential contributor to the account planning process, advising on aspects related to partner engagement and solution development. Serving as an integral stakeholder, the PDM participates in sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews. PDMs collaborate across Consulting Partners to build comprehensive partner plans, which are then integrated into customer account plans to drive incremental opportunities. About the teamThe NAMER Consulting Partner Team covers all Global SIs.About AWSDiverse ExperiencesAWS 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 CultureHere at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower 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 & Career GrowthWe’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 BalanceWe 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 in the cloud.Basic qualifications- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience- 5+ years of developing, negotiating and executing business agreements experience- Experience presenting to both technical and non-technical executive audiences- Bachelor's degree in a relevant field or equivalent work experience- 5+ years of experience working with System Integrators, consulting firms, or technology services organizationsPreferred qualification - Experience interpreting data and making business recommendations across leadership and cross-functional teams- Experience using analytical tools for workforce metrics and reporting- Experience working in the Communications, Telco, or Media (CMT) industries.Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.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 for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at .USA, NY, New York - 162,700.00 - 220,200.00 USD annually