AWS Cloud Partnership Manager

Goals

• Lead the day-to-day global relationship with AWS, the APO, and the field.
• Grow the AWS business overall, on and off of the Marketplace. Build the business fly-wheel to grow the volume and value of net new opportunities.
• Nurture a tight partnership and focused joint GTM that empowers our customers to purchase Axonius in the manner that benefits them most.

Responsibilities

• Relations: Build relationships, in conjunction with Axonius channel and sales teams, with AWS' AMs, ISMs, and MP advisors.
• Framework: Develop the framework for engagement with AWS and Channel Partners to grow the volume and value of Partner introduced and AWS-introduced
• Discovery and Cosell: Enable Axonius sales and channel teams on how to qualify AWS potential opportunities, position benefits with customers and partners, Cosell with AWS and our channel partners, and ultimately conclude the majority of business on the AWS Marketplace.
• Pipeline Management: Manage co-sell pipeline with AWS and Axonius sales teams using the ACE platform. Train the channel team on how to share opportunities, and manage the pipeline in ACE.
• Private Offers: Manage Private Offers in the AMMP. Train and support the Axonius channel reps so they can create and manage their POs through to completion.
• Events: Work with Marketing to determine the event schedule, including Webinars, Summits, Conferences, etc., and collaborate on a plan that drives optimum ROI.
• Collateral: Work with Marketing to produce required collateral to educate end users, the sales teams at AWS, Axonius, and our Channel Partners.
• Channel Partners: Engage with Axonius Channel reps and Channel Partners to identify AWS opportunities and facilitate optimum engagement in the field.
• Proposition Development: evolve the joint value proposition, coordinate with the Product and Marketing teams about new business value potential from possible integrations/ opportunities, and drive the production of relevant sales materials.
• Operational process: identify and implement operational procedure/s, leveraging Axonius' CRM and pipeline management systems, that will help Axonius track and measure the impact of the partnership on the business.

Experience

• AWS related: Experience with AWS co-sell and Marketplace systems and sales motions. Similar experience with Azure and GCP is a bonus.
• Partnerships: 5+ years in a Channel or Alliance role in the technology sector.
• Strategic thinker: demonstrates the ability to think strategically and create a joint business plan taking into account business priorities, products, and propositions.
• Effective execution: methodical and priority-driven. Able to work effectively with the extended team and deliver on time.
• Problem Solver: Adept at breaking down problems, identifying and exploring solutions with relevant team members, and achieving alignment on the go-forward plan.
• Travel: Ability to travel as needed. The role will require extensive travel, domestically across the US and some internationally.

Compensation will be based on individual education, qualifications, and experience. The annual on target earning is from $200,000 to $225,000 plus equity and attractive benefits.