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Principal Business Development Manager - AWS Marketplace Network Infrastructure Category

Company name
Amazon.com, Inc.

Location
Seattle, WA

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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 build our catalog of Network Infrastructure ISV outcomes, use cases and products. As a Business Development Manager within AWS Marketplace Network Infrastructure Category, you will have the exciting opportunity to deliver on our mission to bring Amazon\u2019s e-commerce expertise to cloud software and fundamentally change how software is discovered, purchased, and deployed by AWS customers. You will work closely with teams across AWS to build relationships with existing, high-profile Network Infrastructure ISV partners, as well as start-ups. You will own critical aspects of the AWS Marketplace business, influencing vendors' product strategy and delivering software in a new cloud model. You will identify short-term product opportunities and lay the groundwork for longer-term, strategic Network Infrastructure ISVs to be added and be responsible for defining the primary use cases for why the AWS customer uses Marketplace for the Networking Category. The ideal candidate will possess a strong business development background that enables them to engage at the CXO/VP level, and a strong technical understanding of the Network Infrastructure software market holistically. You will have a demonstrated ability to think strategically about the business, product, and technical challenges, with the skill-set 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 these partners, you will be responsible for driving top line revenue growth and overall end customer adoption across all owned segments. The candidate will be responsible for running the Networking Category as its own business and providing leadership to the rest of AWS on how to best utilize Marketplace. Roles & Responsibilities:

Work with existing Network Infrastructure ISV product, business development and field organizations to define and execute joint go to market programs.
Serve as the owner of the Networking strategy for AWS Marketplace, then define and deliver the strategy for Network Infrastructure ISVs in AWS Marketplace.
Engage the Network Infrastructure partner\u2019s field organization, channels and end customers to create and drive revenue.
Execute the strategic business development plan while working with key internal stakeholders (e.g., service teams, legal, support).
Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS.
Position AWS Marketplace for internal adoption by the partner organization.
Ensure that AWS is the partner\u2019s preferred cloud computing platform across all product lines.
Understand the technical requirements of our Network Infrastructure partners and work closely with the internal development team to guide the direction of our product offerings.
Prepare and give business reviews to the AWS Executive Leadership team.
Manage complex contract negotiations and serve as a partner liaison to the legal group.
Handle complex business requirements and activities which drive selection.
This position will involve 30% travel.
Job description MBA or Graduate degree. AWS Marketplace is an online store that helps customers find, buy, and immediately start using software and services that run on the AWS Cloud. Our job is to bring Amazon's e-commerce expertise to cloud software and fundamentally change how software is discovered and consumed in the cloud. We have a long list of new ideas just waiting to be designed and implemented. We are looking for a Principal Business Development Manager for our Network Infrastructure category to help power significant Network Infrastructure ISV product growth. Your responsibilities as Principal BDM will include defining the strategy, running the business, and driving Network Infrastructure ISVs to list their software products on Marketplace. You will work across teams to set strategy and make the call on which targets to pursue to add value and selection for Buyers. Successful applicants will have extensive sales and business development experience and well as an understanding of the Network Infrastructure ISV (Independent Software Vendor) ecosystem. You should be very delivery-focused, with a track record of exceeding sales goals, customer-centric, and self-motivated. This position has a high level of visibility, and you will need to be a strong leader, able to communicate clearly and compellingly within our Team. We are a start-up, we will wear many hats, work fast and smart, and adapt and iterate quickly. We are looking for someone who is ready to roll-up their sleeves and join a tightly-knit team that is tackling a very interesting and challenging opportunity.
Basic Qualifications

15 years of partner experience at a Director level or above, working across the Network Infrastructure software ecosystem, channels and technology companies.
Significant business development and program management experience.
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 work effectively across internal and external organizations.
Experience working within enterprise software development industry.
Solid understanding of Cloud computing technology and a utility pricing model.

Preferred Qualifications

STEM, or otherwise technical undergraduate degree
MBA or Graduate degree

Company info

Amazon.com, Inc.
Website : http://www.amazon.com/

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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