Job Description
The AWS Global Sales team is looking for Strategic Business Partnership Leader to be single point owner and custodian of the AWS relationship with NEC.
If you have strong communication and presentation skills, like to thinking strategically, leverage your strength in relationship management, project management, we’d like to meet you. Your work will help delivering aligned value and accelerate the relationship.
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.
Key job responsibilities
- You will act as a single point owner and custodian of the AWS relationship with the business partner, and be responsible for development and business acceleration across sell-with (partner acting as services provider), sell-to (partner acting as customer), and sell-through (partner acting as re-seller) motions for AWS.
- You will map the partner’s organization, own relationships with key senior stakeholders (CXO level), and understand the business partner’s priorities and internal processes to deliver aligned value and accelerate the relationship.
- You will run the partnership progress and governance mechanisms (internally within AWS and with the partner) and ensure regular updates, manage escalations, and build leadership alignment amongst both organizations. The role will be goaled on metrics related to revenue (sell-to, sell-with, and sell-through), joint products developed and taken to market, number of end customers engaged with the partner, AWS wallet share with the partner, and other similar metrics indicating the strength of the relationship with the partner.
A day in the life
You will work closely with teams across different AWS functions (partner development, account management, training, marketing, finance, programs etc) to run and align day to day operations, define and build case for funding / investments (as required), ensure build and sell alignment.
About the team
At AWS, we collaborate deeply with System Integrators, Distributors, Value Added Resellers, Telcos and other services providers to provide end to end digital and business transformation value to our customers. Many of our strategic partners have holistic businesses including IT and consulting services, software products, re-selling, and other related businesses with IT infrastructure requirements. These partners typically have large customer base, multi-year contracts, and long-term relationships with our customers, and a mix of business units providing different value propositions.
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Basic Qualifications
- Experience of 15+ years in technology related (IT infrastructure / cloud products and services) Key Account Management, Partner Business Management, Sales Strategy, or a mix of such exposure with experience in having owned and delivered a revenue goal
- Close relationship with NEC executives and/or key people, and a proven track record of business execution at NEC
- Experience in driving multiple cross industry and collaborative initiatives to meet a common business objective
- Proven track record in leading teams and driving business in a managerial role
- Business level in verbal and written Japanese & English
Preferred Qualifications
- Experience of working with large, global organizations is preferred
- Ability to work independently with limited guidance, once the objectives have been set, and overall direction has been aligned
- A keen sense of ownership, drive, and ability to deliver in ambiguity
- Strategic thinking: to think strategically about business challenges, and create a compelling value proposition
- Relationship management: ability to build rapport and earn trust with a wide range of internal and external senior stakeholders
- Project management: to be able to execute a wide-ranging overall plan through assigned, monitorable tasks, and deliver results
- Communication and presentation skills: to articulate ideas to cross functional audiences
- Willingness to travel to meet with partner executives, customers and internal stakeholders, attend events and support field teams as required