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Business Development Manager - AWS Marketplace - Premium Partners


London, United Kingdom

AWS Marketplace in the UK is looking for an experienced Sr. Business Development Manager to join its fast-paced team. You will be responsible for ensuring that leading Enterprise ISVs can effectively leverage AWS Marketplace as a new and exciting channel for scalable growth across EMEA. You will build deep relationships with a small group of market leading Enterprise ISVs in the AWS Marketplace ISV Premium Partner program. You will work with the ISV Premium Partner Corporate and EMEA Executive Leadership to help develop and implement a transformation strategy to deliver new revenue streams through AWS Marketplace in EMEA. You will work closely with AWS- and AWS Marketplace- Field Teams to ensure ISV Premium Partners can meet EMEA customer requirements. You will also manage projects across internal and external teams to help scale, and effectively create and position programs that benefit AWS customers and partners.
You should have a strong software channel background, a proven track record of organizational transformation, as well as strong business development skills that enable you to engage at the CXO/VP level. You will have a demonstrated ability to think strategically about the business, product, partner engagement and technical challenges facing AWS Marketplace as well as AWS ISV Premium Partners.
You should be self-motivated, customer-centric, and delivery-focused with a track record of exceeding goals. If you are someone who thrives in an environment where you are faced with new things every day and have the latitude to figure it out and run with it, then this role is for you. We are a start-up within AWS so we will wear many hats, work fast and smart, and adapt and iterate quickly. If you are interested in rolling up your sleeves and ready to join a tightly-knit team that is tackling an interesting and challenging opportunity then please contact us today.

- Work with Premium Partner ISVs Leadership to help implement their global AWS Marketplace Go-to-Market Strategies in EMEA
- Work with Premium Partner ISVs to transform their EMEA channel and customer engagement model
- Work with AWS Marketplace ISV Category leadership to define EMEA Go-to-Market programs
- Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS
- Help to manage complex contract negotiations and serve as a partner liaison to the legal group
- Handle complex business requirements and activities which help to improve new seller and product selection.
- Work closely with all AWS teams to continuously ensure that AWS is the ISV Technology Partner’s preferred cloud computing platform across all product lines
- Prepare and provide business reviews to the senior management team regarding progress and metrics

The role is based in London 40% travel

- Extensive experience working in the software industry at an ISV, ISV Channel Partner or ISV Technology partner
- Strong technical and commercial understanding and knowledge of the software ecosystem in one or more SW markets (pref. security, networking, storage and/or dev-ops)
- Strong business development and program management experience
- Demonstrated ability to engage and influence ISV Sales & Channel Management, and C-level executives
- Demonstrated ability to work effectively across diverse internal and external stakeholder teams
- Strong analytical skills
- Strong negotiation skills
- Very strong verbal and written communications skills in English
- Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences
- Solid understanding of cloud computing, technology trends and utility pricing models
- Consistent and demonstrable track record of success

- MBA or Graduate Degree
- Fluency in additional European language(s)
- Knowledge of eCommerce
- Prior experience in IT or Management Consulting firms defining and delivering transformation projects
- Experience with varying software licensing models.


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