Principal Partner Account Manager, Worldwide Public Sector ANZ

AWS Partners are an integral part of the success that drives adoption of the AWS cloud worldwide enabling customers of all sizes to innovate in the cloud. Partners empower our customers to grow by providing tailored service and unmatched technology guidance. Our ISV partners have made deep commitments to AWS building on AWS and trusting us to deliver the core services that power the solutions they build for our customers. We work together to dive deep to understand our customers unique challenges then craft innovative solutions that accelerate their success. Join us and help us support the ISV partners that share our customer obsessed mindset.

Do you want to own driving the adoption of Amazon Web Services (AWS) in ANZs largest and most innovative companies Want to be part of a cross-functional team focused on increasing technology adoption of cloud computing in public sector by engaging directly with C-level executives and influencers at all levels

As part of a single-threaded team focusing on partner management you will be working with enterprise Public Sector ISV partners. You will engage with our Solution Architects Sales and Marketing organizations to drive opportunities to closure at a large scale. Your commitments will include driving platform adoption identifying use cases with our partners to transform their business outcomes and ensuring success at scale.

Your responsibilities will include working within a ISV partner team partnering to co-sell partner solutions with account and channel teams as well as working with partners to define key market segments to target identifying ways to deliver increased value to their platforms via use of technologies such as Agentic AI. You will drive the necessary business and technical relationships with partners to establish new business in those markets. Youll also work closely with other specialist teams to help partners evolve their products/services and address concerns.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level as well as a technical background that enables them to easily interact with software developers and architects. Thinking strategically and analytically about business product and technical challenges youll have the ability to build and convey compelling value propositions and work organisationally to build consensus. The ideal candidate will also have experience working in a partner channel be it in a partner / alliance management role or for a vendor as a partner manager

Key job responsibilities
Support partners to leverage AWS to successfully deliver and grow their solutions across their market segments using all available program and technical assistance ay your disposal.
Contribute to the strategic partner plan to execute for target markets in line with both AWS and partner strategic direction
Execute the strategic business development plan while working with key internal stakeholders (e.g. account teams partner teams specialist teams Solution Architects and support).
Relevant technical experience/knowledge is helpful such as: data and analytics core distributed computing concepts fundamentals of cloud computing and virtualization big data concepts storage systems content delivery networks (CDNs) ERP platforms

- 7 years of direct sales or business development in software cloud or SaaS markets selling to C-level executives experience
- 10 years of business development partner development sales or alliances management experience
- Experience in selling nascent products/services into new markets
- Experience proactively growing customer relationships within an account while expanding their understanding of the customers business
- Experience with customer relationship management especially C-suite level customer engagement
- Experience working with global teams and diverse partners
- Ability to operate with a high degree of ambiguity and in a matrix organization
- Proven track record of successful engagements with Public Sector customers in Australia & New Zealand.

- 3 years of exceeding quota and key performance metrics experience
- Track record of success driving adoption of new and disruptive technologies within Enterprise accounts.

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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 youre applying in isnt listed please contact your Recruiting Partner.