Would you like to be part of a team that is redefining the IT industry? Amazon Web Services is looking for a world class candidate for the role of Mainframe Partner Migration Program Lead, within our Global Channels & Alliances business function. As a senior Partner Manager, you will have the exciting opportunity to develop and deliver on our mass migration strategy by working with our key mainframe partners in order to support organizations transition to cloud.
AWS partners include some of the key software and systems integration companies with a track record of enabling successful mainframe and application modernization projects. This role will focus on working with select technology and consulting firms to drive mainframe migrations solutions on AWS, pipeline that leads to projects to support large enterprises on their mainframe migration journey to AWS. The role will also involve working with the local AWS partner manager teams to drive partner engagement on AWS led mainframe migration projects.
By establishing and growing business and technical relationships, and managing the day-to-day interactions with these partners, you will be responsible for driving mainframe solutions on AWS, pipeline, new revenue growth, increased market adoption and the expansion of the partners AWS mainframe migration practice. The ideal candidate understands the application modernization and mainframe markets and customers along with their sales cycles. In addition, the candidate will possess both a business/sales background with a leading technology and consulting firm with mainframe experience. This enables them develop forward thinking initiatives, which drive net new mainframe migrations to AWS services. You are expected to not only create and conceptualize programs but also be able to manage their roll out through partners. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships and mainframe expertise. In this day and age of customer obsession, it is critical that you possess or demonstrate the ability to build the right level of relationships across not just partners but players within the industry. This person is an influencer by nature and must be seen as someone the partners are eager to engage with and have a strong hands-on approach. Roles & Responsibilities: * Serve as a key member of the AWS Partner Team in helping to drive overall AWS mainframe strategy * Progress mainframe and application modernization business opportunities and facilitate deals with partners * Enable and align consulting partners with AWS mainframe modernization approach and methodology * Lead technology partners to create new mainframe technical solutions or optimize solutions for AWS * Create joint offerings which can include AWS services, ProServe, consulting partners, technology partners in order to deliver higher value propositions to customers with mainframe and help close mainframe and application modernization projects * Maintain an accurate and robust pipeline and forecast of mainframe business opportunities with partners * Create and deliver go-to-market plans with mainframe partners. * Manage partner led and attach targets and work with the partner and AWS sales organizations to achieve/exceed goals * Prepare and give business reviews to senior management regarding progress and roadblocks to closing mainframe opportunities. * Advise customers and commercial sales teams on the AWS mainframe modernization approach, the value of partners, engagement, and recommend qualified partners to support customer needs. * Showcase customer success from mainframe projects with partner case studies and thought leadership
Basic Qualifications * 10+ years of experience engaging and influencing senior executives and familiarity with large projects decision making processes in enterprise customers. * 10+ years of experience in sales or business development in the application modernization and mainframe market * 10+ years of experience working with Consulting Companies, Systems Integrators, and Independent Software Vendors to achieve business development and sales. * Consistently exceeds quota and key performance metrics in every role * Experience as a market maker either across industry or technology domain
Amazon is an Equal Opportunity Employer – Minority / Women / Disability / Veteran / Gender Identity / Sexual Orientation / Age