Sr. Manager

10+ years of developing, negotiating and executing business agreements experience
10+ years of professional experience
Bachelor's degree
Experience developing strategies that influence leadership decisions at the organizational level

Horizontal Business Application (HBA) Category Lead - APJ

Amazon Web Services (AWS) is looking for a Senior Manager and Business Leader to enable HBA technology partner categories such as Customer Experience, Digital Experience, Finance & Resource Planning, Collaboration & Productivity, and more.

In this position, you will manage a small team and work closely with teams across AWS to build relationships with strategic HBA technology and Independent Software Vendor (ISV) partners. You and your team will be responsible for critical aspects of the AWS partner journey, through Build, Market and Sell their products and solutions on and with AWS. This remit covers both working with ISV headquartered and based in Asia Pacific and Japan (APJ), as well as with global ISVs going to market in APJ.

Key job responsibilities
Manage partner development targets across a series of metrics

Represent AWS and participate in industry and partner events to deliver thought leadership on how AWS builds and enables partners

Own the development and execution of the global partner enablement and development strategy in conjunction with both the solution architect and partner sales teams to meet growth priorities of the Strategic ISV

As the voice of the partner, engage with AWS partner teams to support the growth of partners.

Manage and develop multiple c-level relationships across the partner and establish the partner technical team as the single point of contact for enablement activities globally.

Drive efficiencies and operation improvements across the partner management function and be an active voice for change and improvement

Manage the operational cadence of technical business reviews (Monthly, Quarterly) with Strategic partner

Work with cross functional teams to create and execute a strategic business plan, inclusive of technical enablement, business model development, and marketing and sales initiatives on solutions that meet the customer needs with measurable ROI

Drive partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan

Engage the partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS

Evangelizing a partner’s value proposition internally throughout AWS and externally with customers

Driving partner solutions, APN Program attainment, continuous enablement through training and certifications and go-to-market strategies for differentiation and expansion of their footprint

Establish AWS as the partner’s preferred cloud computing platform

Understand the technical requirements of each partner BU/LoB and work closely with the internal AWS development team to guide the direction of partner product offerings

Prepare and give business reviews to AWS and partner senior leaders

Manage complex contract negotiations involving legal, marketing and business terms

Serve as a leader helping to define and deliver the overall go-to-market strategy with the partner globally

Singapore, SGP

Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
Experience selling to Fortune 1000 or Global 2000 organizations