APJ Partner Development, SAP, APJ SAP GTM

AWS Sales Marketing and Global Services (SMGS) is responsible for driving revenue adoption and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Would you like to be part of a team that is redefining enterprise AI and cloud ERP Amazon Web Services is leading the next paradigm shift in computing and is looking for a dynamic results-oriented candidate to join as a Partner Development Manager SAP GROW APJ.
SAP GROW is SAPs public cloud ERP solution built for companies of any size delivering AI-embedded finance supply chain and HR capabilities with rapid standardised implementations. This role will own the partner-led execution of the SAP GROW GTM across Asia Pacific and Japan.
As the Partner Development Manager SAP GROW within Amazon Web Services (AWS) you will have the exciting opportunity to help shape and deliver on a strategy to recruit enable and scale the partner community required to drive SAP GROW customer acquisition on AWS. You will be the single-threaded owner of GROW partner GTM execution across APJ working at the intersection of SAPs public cloud ERP strategy and AWSs partner-led scale motions.
Your broad responsibilities will include defining and executing the GROW partner recruitment and onboarding plan establishing business and technical relationships with SAP GROW Fast implementation partners collaborating with AWS SAP specialist sales teams and SAP alliance counterparts and managing the day-to-day partner cadence to build a pipeline of new GROW customers on AWS. 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 deep familiarity with SAPs partner and channel landscape in APJ. You should also have a demonstrated ability to think strategically about business product and technical challenges with the ability to build and convey compelling value propositions for cloud ERP modernisation.


Key job responsibilities
Own the end-to-end SAP GROW partner GTM execution for APJ including partner recruitment onboarding enablement and performance measurement
Develop and execute the joint SAP-AWS GROW launch GTM plan for each APJ region
Establish and manage partner pipeline mechanisms aligned to AWS Scale and Indirect sales motions
Define partner success metrics (certifications go-lives customer acquisition) and manage a regular cadence of business reviews with partners and AWS leadership
Collaborate with AWS SAP specialist teams account managers and SAP alliance to align GROW partner activity with broader SAP co-sell motions
Identify and address gaps in partner readiness
Prepare and give business reviews to senior management regarding progress against GROW customer acquisition targets partner pipeline and any potential roadblocks
Develop long-term strategic partnerships with regional and global system integrators to scale GROW delivery capacity across APJ
Drive GROW co-sell execution with partners and through AWS sales teams (Scale Indirect and Specialist) to convert pipeline into launched GROW customers on AWS owning attainment of GROW LARR and customer acquisition goals
Own the SAP GROW revenue goal for APJ in partnership with SAP establishing joint pipeline reviews win/loss analysis and corrective actions to maintain trajectory against plan
Embed GROW into AWS field sales cadences (weekly deal reviews QBRs SAP account alignment) to ensure AWS account teams actively position GROW with eligible customers and drive CSP selection for AWS
Develop and execute co-sell plays with partners that generate qualified GROW pipeline convert opportunities through joint customer engagement and deliver wins measured by launched ARR and number of GROW go-lives on AWS
Establish a joint SAP-AWS GROW governance cadence with SAPs partner and direct sales leadership to track attainment against mutual customer acquisition commitments address blockers and align on pipeline priority accounts


A day in the life
Tracking progress on GROW partner recruitment onboarding and pipeline build
Ensuring close alignment between AWS SAP sales teams SAP alliance and GROW implementation partners
Aligning AWS GROW GTM with SAPs regional launch timelines and co-sell mechanisms
Close loop on partner escalations including CSP choice funding eligibility and SAP Direct Motion access
Facilitating AWS investments (SaaS funding co-innovation funding demand generation) to accelerate partner-led GROW customer acquisition
Driving co-sell motions: working directly with AWS account teams and partners to progress GROW opportunities from qualification through close ensuring partner delivery readiness for each deal
Reviewing GROW pipeline and attainment metrics with SAP counterparts identifying at-risk deals and mobilising resources to convert pipeline into wins
Coaching AWS Scale and Indirect sales teams on GROW positioning customer qualification criteria and partner engagement to embed GROW into their existing SAP and ERP sales motions


About the team
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 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.


- 3 years of working with Core Cloud Technology Services including but not limited to Compute Edge Hybrid Security and/or Networking experience
- 3 years of working with Business Application Technologies including but not limited to End User Compute (EUC) Supply Chain Contact Center as a Service Consumer Data Applications Encrypted Communications and/or Communication Developer Services experience
- 3 years of Go-To-Market Business Development Sales or Consulting experience
- Bachelors degree or equivalent
- Experience using data and metrics to determine and drive improvements

- Experience in Go-To-Market Business Development Sales or Consulting

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