Partner Territory Manager, Amazon Global Sales EMEA

Job Description :

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

The Amazon Web Services (AWS) SMB team is looking for a Partner Territory Manager (PTM) to join our fast-paced team to drive customer acquisition and revenue growth through Partners in the Small Business customer sub-segment. As a Partner Territory Manager, you will have the exciting opportunity to develop a high volume, sell-through business in your geographic territory.

The PTM is responsible for driving revenue and acquisition goals through multi-faceted business Partner territory plans that meet revenue and customer acquisition goals aligned to Partner incentives. The PTM leads revenue acceleration and pipeline acquisition through local Partners, and supports the Partners go-to-market activities to deliver against their plans and grow AWS within Small and Medium Businesses. Growing Partner sales revenue and enabling quality Partner-led customer solutions are top priorities.

You will oversee a Sales territory to deliver Indirect revenue and help Partners build the GTM strategies to reach customers with scalable, repeatable solutions based on AWS services amplified by the Partners services and solutions. You will collaborate with Partner Marketing to roll out and manage campaigns, track Partner performance, and support revenue recognition activities through close relationships with the sales staff at Partners in your territory.

Key job responsibilities
. Meet or exceed revenue and goal targets in a defined territory.
. Drive incremental revenue through highly-leveraged sales engagements that employ Partner Sales staff to achieve sales goals.
. Work with Partners to set and implement a business development plan (aka territory sales plan), and drive opportunity pipeline with strategic technology and consulting partners for SMB accounts, and ensure it's in line with the AWS strategic direction.
. Own Partner sales revenue, trends, opportunity registration, and business reviews to manage progress against business plans and core KPIs.
. Demonstrate ability to develop initiatives that drive the creation of opportunities with Partner's field sales organization and accelerate opportunities to a successful business outcome.
. Understand and exploit the use of salesforce.com and other internal Amazon systems.
. Take smart risks and establish priorities across a complex business model.
. Effectively communicate, teach, and tailor detailed knowledge to all levels of audiences, and through established relationships, foster constructive dialogue, harmonize conflicting views, and lead the resolution of issues.

A day in the life
The PTM acts as a Manager for their territory, leveraging Partners as their sales staff. The PTM is an essential contributor to the Indirect sales motion, advising on aspects related to Partner engagement and solution and process development. Serving as an integral stakeholder, like as account executive, the PTM participates in Partner sales team meetings, Quarterly Business Reviews, and provides input into Monthly Business Reviews. The PTM holds business reviews with leadership from our strategic partners.

About the team
Diverse Experiences
Amazon 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.

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.

Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship and 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.

BASIC QUALIFICATIONS

- Bachelor's degree, or experience in direct field selling software or cloud solutions
- Experience in business development, partner development, sales or alliances management
- Speak, write, and read fluently in English

PREFERRED QUALIFICATIONS

- Experience working effectively across cross-functional teams and partnering well with people at all levels within an organization
- Experience dealing well with ambiguity, prioritizing needs, and delivering measurable results in an agile environment
- Bachelor's degree, or experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
- Experience working with or having knowledge of cloud computing and existing cloud technologies

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.