Job Details

Strategic Partner Development Manager (PDM) - IoT

Washington, United States

Are you passionate about the cloud? Do you want to help mold the future of how customers build amazing things with AWS? Want to be a part of the exploding IoT market? Want to help define the technology AWS brings to Edge Devices? Our team is looking for a Senior Partner Development Manager to help drive the go-to-market for AWS IoT. If you have the right blend of passion, enthusiasm, customer advocacy, curiosity and creativity, you may just be right for a role on the AWS IoT Partner Team.

IoT has become a priority for our customers across almost every industry. Ultimately, IoT is about solving business problems - either to increase revenue by using the data to create new digital services, or to increase efficiency by using the data to streamline operations and removing costs from operations. Customers are focused on solving business challenges, not simply connecting devices, so they look to AWS to provide solutions to those problems. This leads us to ask the question: If you knew the state of every thing and could reason on top of the data: What problems would you solve?

As a member of the IoT Partner Team at AWS, you will be a key part of answering that question. Customers are looking for references and blueprints to implement solutions like predictive maintenance, fleet management and manufacturing operations. These solutions can be complex and require more expertise than AWS provides alone. Partners are critical to providing these solutions to customers. Hardware partners (silicon, OEM), connectivity providers (mobile operators), implementation partners (SIs) and technology partners (ISVs) are always a part of a solution. The edge is critical because of these workloads and the myriad of edge devices that make up our customers' operations - sensors, gateways and controllers. Customers are also looking for Machine Learning, Voice and Image Recognition, Analytics, App Development and AI be a part of the solution as well.
As a Strategic Partner Development Manager, your responsibilities will focus on driving adoption of AWS IoT and other related services by owning the partner strategy and execution. Be the subject-matter expert (SME) for a range of IoT solutions spanning Industrial, Smart Home, and Connected Building- working to build repeatable solutions for our sales team to use to delight customers and to planning for future services and solutions. In this role, your key responsibilities will include:

Roles & Responsibilities:
Identify joint customer segments and industry vertical solutions to position AWS IoT and Edge computing platform to drive new product design wins for IIoT, smart home, connected building.
Serve as a key member of the AWS IoT team in helping to define and deliver the overall go-to-market strategy.
Engage each partner's field sales organizations, channels and end customers to create and drive revenue opportunities for AWS.
Ensure that there is a strategic business development plan for target markets and ensure its in line with the AWS strategic direction. This includes the creation of account plans to track partner progress and achievement of joint business goals.
Set and manage revenue targets and work with your team, each partner and AWS sales organizations to achieve/exceed goals.
Create and execute the teams business plan with key internal stakeholders (eg IoT service teams, sales, marketing, PR, legal, support, etc.).
Ensure that AWS sales field and partner business managers work closely with each partner's customer base to maximize success using our web services.
Ensure that AWS is each partner's preferred public cloud computing platform across all partner product lines.
Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings.
Prepare and give business reviews to the senior management team.
Manage complex negotiations and serve as a liaison to the legal group.
Create and execute operational rigor including account management, segment plans, and business reviews (internal/external).
* Will consider candidates in these regions, or closely aligned - San Francisco, Seattle, Virginia, New York, and Boston.


The right candidate will possess 10+ years of sales management and/or business development experience in the technology/cloud services industry, with proven ability to build profitable ecosystem technology partnerships.
Expertise with OEM, IIoT, connected building, and smart home partners delivering successful joint solutions to market
Deep familiarity with cloud and edge computing products, services, market positioning and sales strategies
Ability to create and meet joint solution and GTM strategies and tactical plans.
Consistently exceed key performance metrics.
Deep understanding of OEM product release cycles, integration techniques, and existing OEM and IIoT partner programs
Demonstrated ability to engage and influence C-level executives.


. Computer Science background
Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Strong technical acumen, with a demonstrated track record of driving emerging/disruptive edge computing technologies and operating systems.
Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
An understanding of key IoT concepts and technologies, especially at the edge is required.
Industry experience - for example in Manufacturing, Consumer Devices, Automotive, Oil & Gas
Understanding of cloud technologies.
Experience building Go-To-Market plans that scale across an organization
Experience with sales enablement activities.
Track record of closing high value and high profile deals
The ideal candidate will have a background that enables them to drive an engagement and interact at the executive level, as well as a technical background to work with both our engineering teams and customers building solutions with our tools. is an Equal Opportunity Employer - Minority/Women/Disability/Veteran/Gender Identity/Sexual Orientation/Age. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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