Partner Development Manager

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 the IT industry? 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, Indonesia.

As a Tech Partner Development Manager within Amazon Web Services (AWS), you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of AWS' services and solutions with a key strategic ISV partners region wide.

Your broad responsibilities will include helping to define and execute against the ISV Partner program, establishing business and technical relationships, collaborating with a team of local Partner Development Managers/ Partner Sales Managers, and managing the day-to-day interactions with this organization in order to build long-term business and marketing opportunities. The ideal candidate will possess both a sales and channals background that enables them to drive an engagement and interact at the CXO/VP/HOB level. 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.

Key job responsibilities
- Serve as a key member of the ASEAN Partner Development team in helping to drive the overall AWS partner strategy
- Have a broad-based understanding of cloud technologies and its ecosystem
- Develop a group of committed ISV partners, also including a plan to recruit, on-board, educate and measure them in the region/country
- Develop and execute the strategic business development plan while working with key internal stakeholders (e.g. sales, marketing, legal, support, etc.).
- Work with specific prospects/partners to develop the business value proposition for using our services and solutions for the specific prospects/partners; educate and enable them for using AWS solutions
- Establish the business development pipeline by engaging with prospects and key customers
- Prepare and give business reviews to the senior management team regarding progress against budgeted plan and any potential roadblocks to closing new customers
- Manage complex contract negotiations and serve as a liaison to the legal group
- Develop long-term strategic partnerships in support of the market strategy

A day in the life
- Qualify Partner Originated Pipeline through regular cadences with Partners
- Align with AWS Sales Organization on priorities and how Partners can value add
- Prepare for Key Partners' exec connect sessions with senior leaders in AWS
- Plan for 1:many events to engage broader Partner community
- Strategize Potential program/funding opportunities with Key Partners.
- Prepare for Monthly Business Reviews
etc.

About the team
About AWS
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, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's 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
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll 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, there's nothing we can't achieve in the cloud.

Basic Qualifications:
- Experience in business development, partner development, sales or alliances management
- Bachelor's degree or equivalent
- 6+ Years of Experience

Preferred Qualifications:
- Experience building processes, project management, and schedules

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 you're applying in isn't listed, please contact your Recruiting Partner.

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