Partner Sales Leader, Enterprise, ASEAN Partner Sales

Employer: Amazon

Location: Kuala Lumpur, Wilayah Persekutuan Kuala Lumpur, Malaysia

Salary: Competitive

Closing date: 23 Feb 2025

Sector: Sales and Business Development

Contract Type: Permanent

Hours: Full Time

DESCRIPTION

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.

At AWS, we are redefining the boundaries of cloud computing and empowering businesses to achieve unprecedented growth and innovation. As an Enterprise Partner Sales Leader within the ASEAN Partner Sales organisation, you will be at the forefront of this transformative journey, driving strategic partnerships and unleashing the full potential of the cloud for enterprise customers through Partners.

As the Partner Sales Leader within Amazon Web Services (AWS), you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon's utility computing web services (including Amazon S3, Amazon EC2, Amazon CloudFront, Amazon RDS) within the portfolio of partners and solution providers.

Your broad responsibilities will include helping to define and execute against our Enterprise partner strategy for Malaysia and ASEAN to drive new customer launches for our Enterprise customers in Malaysia by establishing business and technical relationships, and managing the day-to-day interactions with these organizations in order to build long-term business and marketing opportunities. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CXO/VP level, as well as a technical background that enables them to easily interact with software developers and architects.

They should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Key job responsibilities

1. Serve as a key member of the Enterprise Malaysia team in helping to drive the overall AWS partner strategy.
2. Own and drive through from qualification to closure pipeline of partner originated and AWS originated opportunities to drive contribution to revenue growth for our Malaysia Enterprise segment.
3. Have a broad based understanding of cloud technologies.
4. Develop a group of committed partners including a plan to recruit, on-board, educate and measure them in Malaysia.
5. Develop and execute the strategic sales growth plans while working with key internal stakeholders (e.g. sales, marketing, legal, support, etc.).
6. Work with specific prospects/partners to develop the business value proposition for using our services and solutions for the specific prospects/partners; educate and enable them for using AWS solutions.
7. Establish the business development pipeline by engaging with prospects and key customers.
8. Prepare and give business reviews to the senior management team regarding progress against budgeted plan and any potential roadblocks to closing new customers.
9. Manage complex contract negotiations and serve as a liaison to the legal group.
10. Develop long-term strategic partnerships in support of the market strategy.

Handle ad-hoc incoming inquiries and qualify them as potential AWS partnerships and customer targets.

A day in the life

As a Partner Sales Leader at AWS, each day presents an opportunity to shape the future of cloud computing and empower partners to unlock their full potential. Your role is a catalyst for innovation, fostering strategic partnerships that drive digital transformation and accelerate enterprises towards unprecedented growth and success.

You will engage with partners to understand their unique business model, goals, and capabilities, identifying areas for growth. Through tailored enablement programs, training, and sharing of best practices, you will co-sell with partners to the enterprise customers.

Collaboratively, you will develop business plans, go-to-market strategies, and value propositions aligned with enterprise customers' needs. Throughout the sales cycle, you provide coaching to partners, leveraging AWS's resources to help partners navigate complex opportunities and deliver tailored solutions.

You will conduct regular performance tracking, constructive feedback, and continuous improvement initiatives to further empower partners to optimize operations and achieve their objectives.

About the team

AWS values diverse experiences. Even if you do not meet all of the 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.

Inclusive Team Culture

Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & 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.

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 in the cloud.

BASIC QUALIFICATIONS

The right person will have a balance of technical and analytical background; possess extensive sales, Channels and/or business development experience.

Other requirements include:

1. Degree or equivalent in relevant disciplines with at least ten years of working knowledge of software development tech companies.
2. Extensive customer facing, and/or channel and alliance experience in Malaysia is an essential requirement to be successful in this role.
3. Strong verbal and written communications skills as well as the ability to work effectively across internal and external organizations.
4. Experience as an Account Executive or Sales overlay role.

PREFERRED QUALIFICATIONS

1. Experience working within the software industry is highly desired, especially in the virtualization, cloud or software spaces.
2. Exposure to and experience is general management experience to deliver sustainable revenue.
3. Culturally aware and have good interpersonal skills; able to collaborate across different functional teams and internal stakeholders.

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