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Description
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.
The Consulting Partner COE (CCOE) works across all consulting partners globally to build the capability and capacity that we need to deliver value to our field and our customers, and to win more business. The CCOE is responsible for setting AWS's global partner strategy for consulting partners, including Global System Integrators, national and local System Integrators, Distributors, Solution Providers, as well as the Business Consulting & Advisory Partners. The CCOE will establish what good looks like for these consulting partners and for our builders who work with them.
Are you seeking a role that challenges both your creative and analytical abilities If so, we have the perfect opportunity for you! The Amazon Web Services (AWS) Consulting Center of Excellence (CCoE) in India is seeking an experienced Partner Development Manager (PDM) to elevate our Partner Originated Demand Generation for AWS Services.
In this Business Deal Desk role, you will be part of the Business Deal Desk team, responsible for supporting and driving a portfolio of Partner Originated and AWS Originated opportunities. This includes managing Strategic and Opportunity-specific Partner investment programs, as well as the overall Deal Pipeline and associated metrics.
You will work closely with AWS partners and their assigned PDMs in the field, as well as other stakeholders, to improve and iterate upon existing deal structures. The goal is to produce stronger portfolio and individual deal results, ultimately driving new deals into the portfolio for AWS opportunities and other go-to-market initiatives led by the Partner organization and AWS.
This is a challenging role that requires both creative and analytical skills. You will need to leverage your expertise to shape and drive new deals, while also managing the existing pipeline and partner relationships. If you thrive in an environment that challenges both your creative and analytical abilities, we encourage you to apply for this exciting opportunity at the AWS CCoE India.
The Consulting Center of Excellence (CCoE) Business Deal Desk is responsible for collaborating closely with India-based Global Strategic Partners (GSPs) pre-sales teams to jointly win RFP (Request for Proposal) opportunities. The key focus is on leveraging AWS technical expertise, solutions, and commercial support to accelerate joint wins.
Key Responsibilities
- Provide comprehensive bid and proposal support to the Partner's RFP efforts by injecting AWS cloud services differentiation.
- Provide high-level AWS cloud solutions, architectural blueprints, and technical write-ups to strengthen the GSP's proposal.
- Work with AWS Partner Solutions Architects on complex technical and architectural aspects of the solutions.
- Address the business and commercial considerations by leveraging investments programs and other resources to help the GSP's win with AWS.
- Ensure the right bid support resources, robust technical AWS solutions, complete AWS proposal documentation, and competitive pricing/commercial terms are provided to the Partner.
- Develop high-level technical solutions, write technical proposals, and construct, communicate, and defend AWS India's commercial terms and pricing.
- Establish strong relationships with Partner personnel to facilitate effective collaboration.
- Create and share operational reports to leadership on business performance
Ideal Candidate Profile
- Strong technical and business acumen
- Excellent writing skills and desire to obtain AWS certification
- Expertise to engage at both leadership and field levels
- Deep technical focus on cloud computing, particularly AWS services
- Ability to work closely with GSP pre-sales leaders and demonstrate strategic thinking
- Skill in building strong relationships within the GSP organization
- Experience in collaborating with Alliance leads to support horizontal and vertical segments
The key objective is to work closely with GSP pre-sales teams to jointly accelerate and win opportunities by providing AWS technical expertise, solutions, and commercial support, thereby enhancing the Partner's proposal and increasing their chances of winning.
Key job responsibilities
- Focus on responding to requests for proposals (RFPs) and developing proactive proposal submissions for opportunities that integrate with AWS services and solutions.
- Provide advisory support on structuring efficient deal arrangements by leveraging best practices.
- Assist in crafting AWS-related messaging that complements the proposals of global service providers (GSPs).
- Develop and defend AWS commercial terms and pricing to be included in proposals.
- Collaborate with AWS stakeholders to create winning strategies, themes, and innovative pricing approaches.
- Execute the RFP response plan while working closely with key internal AWS stakeholders (e.g., Solution Architects, GSP Development Managers, Field Sales, etc.).
- Visit on-site at GSP's centralized proposal team for up to 3 days per week, whenever applicable.
- Dedicate time to deeply researching and writing specific sections of GSP proposals.
- Support GSPs with cloud transformation ideas, use cases, and proactive pursuit of opportunities.
- Participate in customer, GSP, and AWS meetings as required to provide project and sales support.
- Offer solutioning ideas, architectural recommendations, and technical advice to enhance GSP proposal responses.
- Collaborate with key stakeholders to strategize and drive new business conversations, leveraging accelerating factors.
- Assist GSPs in developing compelling AWS business cases for customers.
- Drive solution strategy and create winning themes aligned with customer business requirements, in collaboration with GSP teams.
- Develop and implement strategies and frameworks to support large-scale transformational pursuits.
- Manage the strategic deal pipeline globally along with the team.
- Invent and Simplify existing operational processes with the use of new age technologies and tools to provide an overall better experience to internal stakeholders, customers and partners
A day in the life
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.
Basic Qualifications
- Experience using data and metrics to determine and drive improvements
- 3+ years of business development, partnership management, or sourcing new business experience
- Bachelor's degree or equivalent
- Knowledge of Excel at an intermediate level (e.g., pivot tables & charts, multiple criteria lookups, nested logical/IF formulas, data cleansing, array formulas, etc.)
Preferred Qualifications
- Experience with sales CRM tools such as Salesforce or similar software
- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
- * AWS Cloud basic knowledge
- * AWS Pricing and Solutioning Knowledge
- * Pre-sales process understanding
- * Have worked with GSI's
