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Business Development Manager - AWS Marketplace - ISV


London, United Kingdom

Have you ever thought about shifting the paradigm for how companies find, buy, and use IT software? Would you like to help Independent Software Vendors (ISV) across EMEA transform their businesses? AWS has created a digital software catalog - AWS Marketplace ( – where businesses can find, buy, and immediately start using software in a utility model that runs on AWS. Our job is to bring Amazon's e-commerce expertise to software and fundamentally change how ISVs develop, deliver and commercialize software on AWS, so that in turn customer can easily discover, deploy and consume software on AWS.
AWS Marketplace team in is looking for an experienced Sr. Business Development Manager to join the fast-paced team. You will be responsible for ensuring that EMEA ISVs leverage AWS Marketplace as a new and exciting channel for scalable, global growth. You will build close relationships with EMEA ISVs, including market leaders, high-profile ISVs and Start-Ups, in order to help drive significant software selection and revenue growth on AWS Marketplace. In many cases you will support AWS ISV partners in transforming their businesses, from their product delivery, to channel strategy and customer engagement models. 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 Technology Partner ISVs.
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 new ISVs to educate them on the value of Marketplace as a new channel and help them align business and technical requirements
- Work with existing ISV leadership, product, strategy and channel organizations to define and execute joint go-to-market programs
- Help to develop strategic business plans for a specific software market targeting ISV recruitment, revenue goals and GTM goals
- 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
- Understand and communicate the technical and business requirements of AWS ISV Technology Partners back to Product Management teams. And work closely with the internal development team to guide the direction of our product offerings
- Prepare and provide business reviews to the senior management team regarding progress and metrics

The role is based in London, Luxembourg or Munich and will involve 30% travel. Amazon will support relocation.

- 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
- Strong business development and program management experience
- Demonstrated ability to engage and influence ISV product management, business decision makers 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 and one other European language (pref. French)
- 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
- 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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