| Job Title: | AWS Partner Development Manager |
| Division: | AWS – F4C |
| Location & Address: | Midrand |
| Reports to: | AWS Brand Manager |
| Direct Subordinates: | None |
| Total Staff in Function: | 1 |
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WORKING RELATIONSHIPS: |
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| Internal: |
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| External: |
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JOB SUMMARY:
STATUS: Full-Time
The AWS Partner Development Manager (PDM), as a member of the AWS Brand Team, will work collaboratively with Brand Technical Operations, Brand Professional Services, Brand Utility and Billing Services, Brand Marketing, F4C Leadership, Brand Public Sector Lead and AWS stakeholders to onboard and accelerate the AWS Practice Development of new and existing AWS Partners.
The AWS PDM will deliver on the recruitment of new AWS Partners, AWS Partner Network Tier Upgrades, Net New AWS Transacting Partners, AWS Partner customer acquisition and increasing AWS consumption and professional Services revenue. The successful candidate will have the business acumen, knowledge and understanding of AWS programs, benefits, and incentives to provide deep insight into the value proposition of reselling AWS services and solutions and building and developing strong AWS businesses to AWS resellers.
The AWS PDM will have an in-depth understanding of First Distribution’s AWS value proposition, systems and procedures to successfully onboard new AWS Partners and leverage his/her knowledge of AWS services, programs, benefits, and incentives to support AWS Partners in progressing on their AWS partner journey, assisting them in developing and expanding their AWS practices, prospecting new opportunities, acquiring new customers and grow the recurring revenue of the AWS Cloud business.
The AWS PDM will demonstrate a strong ability to solve complex business challenges utilising AWS services and programs and will own the AWS customer acquisition and sales cycle across AWS Partner accounts. He/she will liaise with the AWS Technical Lead to plan for and conduct demonstrations, cloud readiness assessments, migration assessments, technical consulting and provide AWS program and commercial insights to AWS Partners. Delivering training workshops, webinars and facilitating and jointly engaging and co-selling with AWS Partners and their end-customers, presenting, and discussing AWS services and solutions, is a critical component of the role. The AWS PDM will own the commercial and public sector marketing plans and execute marketing and demand generations activities with partners.
The AWS PDM will serve as the senior AWS Distribution onboarding, services, solutions and programs advisor to AWS Partners as well as for AWS Partners managed by Account Managers and will establish and maintain strong relationships with both technical and business stakeholders. To succeed, the AWS PDM must have deep knowledge and understanding of AWS services, solutions and programs, excellent customer and vendor focus and a passion for consulting, training and enablement. He/she must have a thorough understanding of the commercial workings of AWS, account set-up structures and associated considerations, program discounts, CTA processes and AWS Billing and Operations back-office procedures.
The ability to build report and engage at executive level is a strong prerequisite for the role.
RESPONSIBILITIES AND DUTIES:
Key Performance Areas:
| KPA |
| Delivering the AWS revenue number in focus AWS Partner accounts. |
| Successfully onboard and grow new AWS Partners. |
| Plan and execute AWS Partner Development plans and strategies with Partners. |
| Accountable for planning and execution of all demand generation activities with allocated AWS Partners, including cadence and reporting on ROI and leads. |
| Retention and growth of existing, allocated AWS Partners. |
| Grow Partner AWS pipeline through joint partner/ and customer engagements, consulting and co-selling AWS solutions and services and assisting partners acquiring new customers. |
| Plan, execute and track marketing and demand generation activities, including co-hosting of events, webinars, round tables, workshops, and immersion days and assist Partners with lead follow-up and qualification. |
| Present online, in webinars and at face-to-face events on the AWS and First Distribution value proposition and associated programs and benefits. |
| Central point of contact for allocated AWS Partners for all matters related to their AWS business. |
| Contribute towards shaping and executing Partners’ AWS practice development activities and go-to-market strategies, and compiling business plans where required. |
| Own, manage, execute and report on allocated AWS and Partner referred AWS opportunities. |
| Manage, track and report on Partner MRR/ARR pipelines. |
| Plan for and attend regular cadence with AWS Partners, Brand and Vendor stakeholders. |
Achieve AWS Distribution Seller KPI’s, related to:
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COMPETENCIES:
| Knowledge – You must know: | Skills – You must be able to: | Attributes – You must work in a way that will drive successful performance which is supported by the Company’s values. |
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Internal training associated with competencies:
- AWS Distribution Onboarding
- AWS Partner: Foundations (Business)
- AWS Partner: Accreditation (Business)
- AWS Partner: Cloud Economics Accreditation
- AWS Partner: Foundations for Public Sector (Business)
- AWS Partner: Windows on AWS – Sales Best Practices
- AWS Partner: Digital Workplace on AWS (Business)
- AWS Partner: SAP on AWS (Business)
- AWS Partner: AWS for Microsoft Workloads (Business)
- AWS Partner: Migrating to AWS (Business)
- AWS Partner: VMWare Cloud on AWS (Business)
- AWS Partner: AWS Cloud Practitioner Essentials
- Certification: AWS Cloud Practitioner
Minimum Qualification :
- Minimum tertiary qualification required – National Diploma Information Technology or equivalent
- BSc in Computer Science or Electrical Engineering – preferable but not essential
Minimum Experience:
- Exceptional understanding of cloud computing technologies and recent computing trends
- Experience in creating well-informed cloud strategies and adoption processes for partners and customers
- Deep understanding of Cloud Economics and strong business acumen.
Additional Skills:
- Strong Self Motivational and Empowerment skills
- Very strong communication skills
- Very strong presentation skills
- Strong Relationship and Self-Management Skills
- Takes Initiative
- Works well with all kinds of people
- Remains calm under pressure
Office Requirements:
- Work-from-office environment
- Semi-formal dress code
- Working hours are from 08:00 – 17:00
- Excellent international business language skills (English), both written and verbal
- Reliable transport to and from the office
- Ability and willingness to travel to RoA regions
Note:
- The remuneration package will be discussed during the interviewing process
- Follow through with a 3-month probation review which will be scheduled by Human Resources monthly
- You will be required to perform such duties as reasonably required by the business. Your job description may be amended from time to time if it is valid and reasonable
- You will serve the Company or any Associated Entity in such a capacity as management may reasonably require.
- Duties must be performed` faithfully, diligently and to the best of your abilities. You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity
- You may be required within reason, to work outside of set duties and/or perform in more than one role
