AISPL – Karnataka Hiring For PDM – Distribution at Bengaluru, Karnataka Full Time

• At least 10+years of relevant work experience in Partner BD and Distributor management in the IT industry
• Experience managing Distributor accounts and successfully working with internal teams to build new capability and implement new projects
• Excellent verbal and written communications skills

Job summary

Amazon Web Services (AWS) is leading the next paradigm in computing and is seeking a Partner Development Manager experienced in building long-term successful relationships with large Distributors. Do you have the strategic capability, emotional intelligence and industry expertise necessary to position AWS as the cloud partner of choice?

This role in Amazon Internet Services Private Limited (AISPL) requires someone to forge and grow trusted business and technical relationships with a wide variety of stakeholders with in the Distributor organization in India, at all levels of seniority. This role requires someone who can build and execute a comprehensive business plan which leverages and coordinates multiple internal specialist and support roles, to position AWS as the #1 technology partner for the Distributor and their downstream partners in India.

The ideal candidate will possess business & Distribution channel background that enables them to build high-level strategy with C-level executives, while executing the necessary tactics to ultimately drive strong pipeline in India. The ideal candidate will demonstrate aptitude for solving business, product and technical challenges, with the ability to develop and convey compelling value propositions. Responsibilities will include managing the assigned Distributor at all levels and focus on practice building, solution development and GTM planning, with a strong emphasis on execution. This includes working extensively with internal teams including technical leadership, legal, marketing, contracts and executive teams to ensure growth through, to and with key AWS Distributor.

The ideal candidate will possess BD, Distributor development and management background that enables them to demonstrate leadership with BD, technical and marketing engagements at all levels of the partnership and quickly adapt to changing business conditions when needed.

Key job responsibilities

• Manage assigned Partner Distribution account and possess or be able to quickly build a holistic view of Distributor’s addressable market in India, articulate the opportunity clearly to senior executives and through a deep understanding of the Distributor capabilities and solutions, map them to the 1000’s of downstream partners
• Work closely with supporting roles such as Partner Success Managers (PSMs), Partner Solution Architects (PSA), Partner Marketing Managers (PMM) and Partner Development Specialists (PDS) to contribute to a GTM plan – including solution development, partner enablement and marketing campaigns in India.
• Become a trusted advisor to senior partners stakeholders on emerging technologies and solutions
• Drive effective governance and pipeline cadence spanning multiple BD teams
• Elaborate and develop joint Partner Business Plans
• Define specific services and bundle offerings
• Forecast growth
• Up-sell other services and penetrate new territories
• Optimize allocation of marketing development funds
• Resolve any financial issues with their Partner accounts
• Use data to problem solve and a track results through continuous improvement
• Think and act creatively to leverage resources
• Manage multiple, competing priorities simultaneously
• Willingness to roll up one’s sleeves to get the job done
• Experience with the Distribution/Partner go-to-market model
• Experience in Service BD through Partners
• Proven track record of accomplishments with Distributor ecosystem is a plus
• Experience indirectly leading operational, sales and project teams