ISV Go-to-Market Partner Development Manager, UKI APO

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.

Our primary growth engine is our AWS Partner Network which is managed by the AWS Partner Organization (APO).
As an Area ISV Go-To-Market (GTM) Partner Development Manager (PDM) within the APO, you are building and executing programs working with AWS teams to increase Software-as-a-Service adoption at AWS customers across UKI.

You will be working with ISV partners across the Infrastructure category within the UKI aligning with both our SI/Consulting Partner and EMEA Tech Partner teams to set the local strategy, engagement, and support the needs of the ISV partners in their Go-To-Market requirements across the UKI.
You are engaging directly with ISV partners to drive and support adoption of their AWS business, with a strong focus on AWS Marketplace.
You should be self-motivated, customer-centric, very delivery-focused with a demonstrated ability to think strategically and long-term about the needs of our customers and partners.

Key job responsibilities
As an ISV GTM PDM, you will accelerate joint customer success in region with our Infra Technology Partners, building pipeline and driving MP adoption.

Reporting directly into the UKI SI PDM Leader the ISV GTM PDM will be responsible for local engagement with CoE-Managed ISV who requires support for in-country events, engagement with AWS country teams, or GTM initiatives to deliver qualified Partner Originated pipeline growth and converted customer contracts.

This area focused role provides a vital point of reference for Technology Partners to bridge the gap between the EMEA PDME development activity and the ISM sales activity. You will be responsible for defining the ISV strategy for your assigned territory, building GTM plans for ISV engagement, top-to-top sales alignment, localized sales-plays execution and pipeline generation, support pipeline qualification, local field enablement of ISVs (Better-Together, Co-Sell, AWS Marketplace, MEDDPICC) with ISV Partners and align with local consulting partners to support power of 3 motions.

A day in the life
The ISV GTM PDM will focus on engaging with CoE-Managed ISV partners within their category and in the Area to deliver a launched ARR objective, supporting the growth of ISV co-sell wins, and delivering growth in Qualified+ Pipeline measured by ARR value. You will be responsible for determining and documenting the Tech Partner baseline to identify the areas of strength/weakness and opportunity for your assigned area and category, delivering updates to the monthly 2x2 for the Area and Tech Partner Org, and providing input to the OP planning cycles.

You will co-ordinate your ISV engagements with the Infra PDMEs, ISM teams, and Partner Marketing within your Area, localizing joint GTM motions consisting of multiple partners (i.e. Power of 3 ISV+ISV, ISV+Channel) to engage with customers to generate Partner Originated pipeline.

You will work with the partner to ensure that the pipeline progresses to a qualified stage whereby the ISM team will take over responsibility to managed and close the opportunities.

About the team
Diverse Experiences
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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.- Bachelor's degree or equivalent
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