Sr. Partner Development Manager - SAP, BCAP

Amazon Web Services (AWS) is looking for a world class partner and sales leader to manage the SAP on AWS business for our business consulting advisory partner (BCAP) portfolio that includes partners such as Bain & Company BCG Kearney and McKinsey as the primary focus. As a Partner Development Manager within AWS you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through BCAPs and their SAP customers.

Responsibilities will include driving C-level and field relationships with your partners and with the AWS field sales and executing joint GTM plans globally. You will be responsible for driving top line revenue growth and overall market adoption of joint AWS and BCAP solutions by establishing and growing business and technical relationships while managing the day-to-day partner interactions.

The ideal candidate will have both a business background that enables them to engage at the CXO level as well as a sales background that enables them to develop and manage joint SAP GTM efforts and to easily interact with enterprise customers and sales executives. This person should have a demonstrated ability to think strategically about SAP-related business product and technical challenges as well as build and convey compelling value propositions for SAP on AWS as they relate to business consulting advisors vs systems integrators. The position also requires a strong understanding of SAPs solutions SAPs go to market model SAP RISE/GROW and familiarity with cloud services.

AWS partners develop and deploy SAP solutions for customers. AWS customers are developing some of the most exciting and innovative new businesses and partners are using cloud technologies from AWS such as GenAI and Machine Learning IoT compute and storage to dramatically accelerate innovation.


Key job responsibilities
Working with cross functional teams to create and execute a strategic business plan inclusive of enablement practice development and marketing and sales initiatives on solutions that meet SAP on AWS customers needs with measurable ROI
Engage BCAPs leadership and end customers to create and drive revenue opportunities for AWS
Evangelizing BCAPs SAP on AWS value proposition internally throughout AWS and externally with customers
Driving BCAP portfolio partner sales revenue through regular pipeline opportunity registration and business reviews with partners to manage progress against the strategic business plan
Establishing AWS as the BCAPs preferred cloud computing platform for SAP and RISE/GROW
Responsible for enabling the BCAPs global SAP leadership on AWS differentiation
Understand how to create joint solution offerings and work closely with internal AWS development teams to guide the direction of joint solution offerings
Prepare and give business reviews to AWS and BCAP senior leaders
Manage complex contract negotiations involving legal marketing and business terms
Serve as a key member of the AWS SAP partner team helping to define and deliver the overall go-to-market strategy for our global system integrator segment.
Up to 50% global travel


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

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Work/Life Balance:
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- Bachelors degree
- 5 years of sales or business development experience
- Experience working with and SAP
- Experience owning go-to-market strategy
- Experience engaging senior executives on high priority initiatives

- Masters degree or MBA
- Experience working cross-functionally in a multi-geo organization
- Experience working within BCAP space

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