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Principal Business Development Manager - AWS Marketplace Storage

Company name, Inc.

San Francisco, CA

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Job DescriptionThe Amazon Web Services (AWS) Marketplace team is looking for an experienced Business Development Manager to join our fast-paced team and be responsible for building our catalog of Storage ISVs and products. As a Business Development Manager within AWS Marketplace Database Category, you will have the exciting opportunity to deliver on our mission to leverage Amazon\u2019s e-commerce expertise and fundamentally change how cloud software is discovered, purchased, and deployed by AWS customers. You will work closely with teams across AWS to build relationships with existing, high-profile Storage ISV partners, as well as emerging start-ups. You will be responsible for critical aspects of the AWS Marketplace business, influencing vendors' product strategy and delivering software in a new cloud model. You will identify short-term partner and product opportunities, while laying the groundwork for longer-term, strategic Storage ISVs and products to be added to the Marketplace. In addition, you will be responsible for defining the primary use cases for why AWS customers use the Marketplace to deploy joint ISV & AWS Storage category solutions. The ideal candidate will possess a unique combination of business development, product management and product marketing experience, combined with technical acumen and understanding of the Storage software market that enables him/her to engage at the CXO/VP level. You will have a demonstrated ability to think strategically about business, product, and technical challenges, and the ability to drive tactical execution of sales and business development goals. By establishing and growing business and technical relationships, and managing the day-to-day interactions with crucial partners, you will be responsible for driving top line revenue growth and end customer adoption across Storage category ISVs. Roles & Responsibilities:

Define and execute the AWS Marketplace Storage software and ISV selection strategy.
Identify and recruit ISVs into the AWS Marketplace Storage category ecosystem which could include emerging startups and/or established technology vendors.
Work with existing Storage ISV product, business development, channel and field organizations to define and execute joint go to market programs.
Execute the strategic business development plan while working with key internal stakeholders (e.g. Marketplace Product Management & Engineering, AWS field teams, AWS Services (e.g. S3, EC2), migration teams, services, legal, operations and support).
Identify specific customer segments and industry verticals to approach with a joint Storage IVS AWS value proposition.
Engage with Storage ISV field organizations, channels and end customers to generate demand and revenue.
Advocate for the strategic and holistic adoption of AWS Marketplace by Storage ISVs.
Establish AWS as the Seller's preferred cloud computing platform across all product lines.
Understand the technical requirements of Storage ISVs and serve as a conduit to AWS MP\u2019s internal product management and engineering teams to inform and influence the direction of AWS products and features.
Prepare and present Storage category and ISV business reviews to the AWS Executive Leadership team.
Lead, negotiate and complete complex contract negotiations and serve as a partner liaison to the legal group.
This position will involve an estimated 30% travel.

Basic Qualifications

15 years of partner experience at a Director level or above, working across the Storage software, ISV and channels ecosystems.
A unique and robust combination of business development, product management and product marketing experience.
Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization, and Software as a Service delivery models.
The ability to think and work creatively to develop unique joint value propositions and product strategy within a partner ecosystem.
Consistently exceeds quota and key performance metrics.
Demonstrated ability to engage and influence C-level executives.
Strong verbal and written communications skills in English.
Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Ability to influence and work effectively across internal and external organizations.
Experience working within enterprise software development industry, and with the enterprise customer journey to the cloud.
Solid understanding of Cloud computing technology (ideally AWS) and software pricing models.

Preferred Qualifications

STEM, or otherwise technical undergraduate degree
MBA or Graduate degree

Company info, Inc.
Website :

Company Profile
Amazon, a Fortune 500 company based in Seattle, Washington, is the global leader in e-commerce. Since Jeff Bezos started Amazon in 1995, we have significantly expanded our product offerings, international sites, and worldwide network of fulfillment and customer service centers. Today, Amazon offers everything from books and electronics to tennis rackets and diamond jewelry. We operate sites in Canada, China, France, Germany, Italy, Japan, Spain and United Kingdom and maintain dozens of fulfillment centers around the world which encompass more than 26 million square feet.

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