Partner Strategist - Nonprofits

Amazon Web Services (AWS) is leading the paradigm shift in computing and is looking for an experienced partner leader to build strong relationships with both technology and consulting organizations serving the needs of Nonprofit organizations (NPO), and manage the success of that respective partnership. As a Partner Strategist you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of the AWS cloud computing platform. By establishing and growing business and technical relationships, along with managing day-to-day interactions, you will be responsible for driving top line revenue growth and overall market adoption via strategic partnerships.

The ideal candidate will possess both a business background to engage at the CxO level, as well as a business development background that enables them to easily interact with enterprise customers and sales executives. The ideal candidate will also have a demonstrated ability to think strategically about business, product and technical challenges, with the ability to build and convey value propositions.

Responsibilities include:
· Understand opportunities and challenges in the nonprofit market, in order to help partner ecosystem establish and successfully execute sales pipeline with nonprofits
· Help manage and drive joint engagements between AWS Partner and Territory Account Management Teams
· Develop an overall partner strategy with NPO sales leadership team
· Help develop a strategic business development plan for target markets and ensure it is in line with the AWS strategic direction
· Work with NPO management and AWS account teams in a highly collaborative operating model to help develop pipeline
· Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS
· Identify, recruit, and engage new and existing AWS partners to support NPO needs across ISVs, System Integrators, and Resellers
· Identify, establish, and manage relationships with US partners, AWS partner programs, APN advancement, and AWS investment programs
· Serve in a Business Development capacity in helping to define and deliver the joint solution set and supporting collateral
· Liaise with the Partner’s field sales organization, channels and end customers to help create and drive revenue opportunities for AWS
· Define a strategic partner plan and ensure it’s in line with the sell through objectives by teaming with the NPO field sales team. This includes developing go-to-market plans and establishing a process to tracking progress toward goals
· Set and manage revenue targets and work with the partners and AWS sales organizations to achieve/exceed goals
· Prepare and give business reviews to the senior management team
· US travel is required (25%)

Basic Qualifications

· 7+ years of demonstrated experience recruiting, activating, enabling and scaling a variety of Partner types (ISV, Consulting, Distributor, Reseller, etc)
· 5+ years of experience in sales, business development and/or partner management
· 5+ years of experience developing detailed annual GTM plans and executing against specific goals while driving governance and other mechanisms to drive accountability both on the partner side as well as internally at AWS
· Bachelor’s degree or equivalent experience

Preferred Qualifications

· MBA or other relevant advanced degree
· Experience building industry and workload specific value propositions and integrating them sales GTM
· Consistently exceeds quota and key performance metrics
· Demonstrated ability to engage and influence C-level executives
· Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
· Experience working within the Infrastructure as a Service (IaaS) category is highly desired
· Proven experience driving revenue through partners with structured programs
· Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations
· Experience working with nonprofit customers
· Experience in contextualizing and/or promoting solution and strategy re-use across geographies
· Meets/exceeds Amazon’s leadership principles requirements for this role
· Meets/exceeds Amazon’s functional/technical depth and complexity
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit