Partner Development Manager SAP

DESCRIPTION

Would you like to be part of a team that is redefining the enterprise cloud landscape in Latin America Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world-class Senior Partner Development Manager (PDM) to lead and grow our SAP partner ecosystem in Brazil.
As a Senior Partner Development Manager SAP on AWS within Amazon Web Services (AWS) you will have the exciting opportunity to deliver on our strategy to build mind share and accelerate the adoption of AWS as the preferred cloud for SAP workloads across Brazil. You will own the development and execution of joint Go-to-Market (GTM) strategies with leading SAP System Integrators (SIs) and Global System Integrators (GSIs) operating in Brazil.
Your responsibilities will include driving executive and field relationships with top SAP partners managing Strategic Collaboration Agreements (SCAs) and collaborate with the extended AWS team to accelerate RISE with SAP on AWS SAP Business Suite SaaS SAP BTP and SAP Business Data Cloud (BDC) opportunities.
The ideal candidate will possess both a business background that enables them to engage at the CXO level and a deep understanding of the SAP ecosystem that enables them to credibly interact with SAP practice leads solution architects and enterprise customers. He/she should have a demonstrated ability to think strategically about the SAP cloud transformation market build compelling joint value propositions and execute with discipline against defined KPIs.

Key job responsibilities
Own the overall partner relationship and success of assigned SAP partners in Brazil serving as the single point of contact for managed partners
Develop and execute joint Partner Business Plans aligned to AWS SAP GTM priorities (RISE with SAP SAP Business Suite SaaS BTP BDC GenAI on SAP)
Manage Strategic Collaboration Agreements (SCAs) and re:Scale agreements including governance cadence KPI tracking QBRs and escalation management
Drive partner-originated (PO) pipeline creation and mature opportunities to the Qualify stage in partnership with field sales teams
Optimize allocation of AWS partner funding programs to maximize partner investment and deal velocity
Enable partners to build differentiated SAP practices on AWS including RISE with SAP GenAI Data & Analytics and other SAP Solutions Coordinate funding calculations ensuring accuracy and compliance with Brazil-specific mechanisms
Build and maintain executive relationships with partner leadership (C-suite Practice Leads Alliance Leads) and SAP Brazil field teams
Represent AWS at SAP partner events
Use data and dashboards to problem-solve track results and drive continuous improvement
Work across a range from high-level strategic thinking to detailed execution managing multiple competing priorities simultaneously
Willingness to roll up ones sleeves to get the job done


About the team
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
Here at AWS its 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 diversity conferences inspire us to never stop embracing our uniqueness.

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 in the cloud.

- 5 years of developing negotiating and executing business agreements experience
- 5 years of working with Core Cloud Technology Services including but not limited to Compute Edge Hybrid Security and/or Networking experience
- 5 years of Go-To-Market Business Development Sales or Consulting experience
- Bachelors degree
- Experience selling enterprise software or cloud-based applications
- Experience presenting to both technical and non-technical executive audiences

- Experience interpreting data and making business recommendations
- Experience identifying negotiating and executing complex legal agreements
- Deep knowledge of the SAP partner ecosystem in Brazil including leading SIs GSIs and SAP Competency Partners
- Experience with RISE with SAP commercial models
- Familiarity with SAP Business Technology Platform (BTP) SAP Business Data Cloud (BDC) and SAP SaaS offerings
- Knowledge of GenAI use cases applied to SAP workloads (e.g. SAP Joule AWS Bedrock integration with SAP)
- Proven track record of driving partner-originated pipeline and revenue growth in the SAP ecosystem
- Strong executive presence and ability to represent AWS at C-level partner and customer engagements
- Experience working in a matrixed organization with cross-functional teams

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.