Global Alliance Manager Security, Partner Organization

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate to manage an elite portfolio of strategic Security AWS technology partners. Your job will be to use these strategic partners to help deliver on AWS strategy to drive enterprise adoption of the AWS cloud computing platform which includes Amazon S3 Amazon EC2 Amazon SimpleDB Amazon RDS and many more cloud services. Responsibilities will include driving C-level and field relationships with your partners and with the AWS sales field and executing joint GTM plans globally.

By establishing and growing business and technical relationships while managing the day-to-day partner interactions you will be responsible for driving top line revenue growth and overall market adoption. 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 manage joint GTM efforts and to easily interact with enterprise customers.

This person should have a demonstrated ability to think strategically about business product and technical challenges as well as build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with cloud and security infrastructure technologies.






Key job responsibilities
- Work with multiple sales and technical teams within both AWS and each partner to define and execute joint technology marketing and sales initiatives.
- Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy.
- Engage each partners field sales organizations channels and end customers to create and drive revenue opportunities for AWS and partners.
- Ensure that there is a strategic business development plan for target markets and that it is in line with AWS strategic direction.
- This includes the creation of detailed account plans to track partner progress and achievement to goals.
- Set and manage revenue targets and work with your team each partner and AWS sales organizations to achieve/exceed goals. Create and execute the teams business plan with key internal stakeholders (e.g. service teams marketing PR legal support etc.).
- Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
- Ensure that AWS sales field and partner business managers work closely with each partners customer base to maximize success using our web services.
- Ensure that AWS is each partners preferred public cloud computing platform across all partner product lines.
- Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
- Have working experience with CRM systems data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
- Prepare and give business reviews to the senior management team.
- Manage complex negotiations and serve as a liaison to the legal group.
- Create and execute operational rigor including territory management account management segment plans and business reviews (internal/external).


About the team
This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains providing the business and technical expertise to help our customers succeed. Partner teams own the strategy recruiting development and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Diverse Experiences

AWS 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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 Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home theres nothing we cant achieve.

- 7 years of Go-To-Market Business Development Sales or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- 7 years of developing negotiating and executing business agreements experience
- Bachelors degree

- 10 years of Go-To-Market Business Development Sales or Consulting experience

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

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.

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 TX Austin - 176100.00 - 238200.00 USD annually
USA WA Seattle - 176100.00 - 238200.00 USD annually