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Partner Success Manager - VMware Cloud on AWS

Amazon

London, United Kingdom

DESCRIPTION

VMware and Amazon Web Services announced a strategic partnership that brings the two leaders in Enterprise IT together to deliver a vSphere-based cloud service running on AWS. This service will make it easier for customers to run any application, using a set of familiar software and tools, in a consistent hybrid cloud environment.

AWS UK is seeking an experienced Partner Success Manager for VMware Cloud on AWS team. The Partner Success Manager will help develop and manage a pipeline of high value accounts while supporting the execution of strategies to secure deals that will exceed account acquisition and revenue goals.

Specifically, this individual will be responsible for identifying and help building relationships with key influencers and decision-makers within the executive teams of AWS targeted accounts (a focus on enterprise accounts) in a specific geography, along with internal stakeholders and cross-functional teams to help create and present compelling Amazon solutions that meet and exceed customer requirements.

Key Responsibilities
· Contributing to exceeding account acquisition quota and targets within assigned Region
· Help driving revenue and growing market share in defined territory
· Help develop an enterprise account solution strategy at all levels – business units to C-suite
· Help develop and execute against a comprehensive account/territory plan
· Help accelerate customer adoption of VMware Cloud on AWS service
· Identification and prioritization of opportunities in the field. Help developing and driving strategies to win opportunities.
· Help duilding and maintaining the Cloud business plan and GAP plan for the region.
· Being the trusted liaison for VMware Cloud on AWS opportunities across the specific districts.
· Working with AWS/VMware account management, pre-sales teams to help drive alignment and knowledge of each Cloud solution and technologies to help facilitate broad growth in assigned region
· Identification and prioritization of opportunities in the field. Help developing and driving strategies to win opportunities.
· Leveraging strategic alliance team and alliance partners effectively
· Effective pipeline creation, management and forecasting for the regions, and owning updates on progress to Region leadership

BASIC QUALIFICATIONS

· Significant experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales, preferably in public or hybrid cloud environment. Experience with VMware or selling AWS services a plus.
· Demonstrated success in exceeding sales targets using a consultative, solutions-focused approach.
· Individually identify, qualify and close Sales opportunities
· Prepare and present formal proposals to executive levels of organizations
· Prepare formal proposals in response to RFPs
· Consult with customers to assess their business needs at high level
· Lead negotiations, coordinate complex decision-making process, and overcome objections to closure
· Knowledge of cloud economics: TCO and commercial models, their cost structure and value drivers; make‑buy analysis
· Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
· Functional understanding of key technologies and trends in the cloud domain; containerization, software defined technology, hybrid cloud operating models, etc.
· A well-documented, solid and successful sales career having generated results from a subject matter specialist or business development roles
· Experience in leading and influencing cross-functional teams with value-led propositions
· Excellent communication, interpersonal, presentation, and demonstrated analytical skills

PREFERRED QUALIFICATIONS

· Entrepreneurial & Commercial thinking: ambitious, self-driven, go-getter, risk-taker, persuader and influencer, persistent, action oriented, change driver, opinionated (“my business!”)
· Experience in selling new services into new markets is desired.
· Customer Focus - AWS sees its customers' business through their eyes in order to provide solutions that uniquely satisfy each customer's needs
· Solutions-focused: curious, positive, collaborative, issues into possibilities
· Consultative skills: establish credibility; explore requirements; plan in view of interests, ambitions and possibilities; handshake engagement; deliver on it
· Organizational awareness: establish power-base mapping to sensibly act and plan in accordance
· Sales skills; ability to drive the clients Converged/Cloud strategy towards solutions offered in the AWS portfolio
· Superior presentation/communication skills: purposeful structure, crisp content (less is more), actionable delivery
· Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams.

Professional Attributes
· Passionate, Positive “can-do” attitude
· Accountable and takes responsibility
· Contagious level of passion and confidence
· Results focused.

Apply


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