Partner Account Manager, Worldwide Public Sector - ANZ

AWS Partners are an integral part of the success that drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate in the cloud. Partners empower our customers to grow by providing tailored service and unmatched technology guidance. Our ISV partners have made deep commitments to AWS, building on AWS and trusting us to deliver the core services that power the solutions they build for our customers. We work together to dive deep to understand our customer's unique challenges, then craft innovative solutions that accelerate their success. Join us and help us support the ISV partners that share our customer obsessed mindset.

Do you want to own driving the adoption of Amazon Web Services (AWS) in ANZ’s most innovative companies? Want to be part of a cross-functional team focused on increasing technology adoption of cloud computing in public sector by engaging directly with C-level executives and influencers at all levels?

As part of a single-threaded team focusing on partner management, you will be working with enterprise Public Sector ISV partners. You will engage with our Solution Architects, Sales, and Marketing organizations to drive opportunities to closure at a large scale. Your commitments will include driving platform adoption, identifying use cases with our partners to transform their business outcomes, and ensuring success at scale.

Your responsibilities will include working within an ISV partner team, partnering to co-sell partner solutions with account and channel teams, as well as working with partners to define key market segments to target, identifying ways to deliver increased value to their platforms via use of technologies such as Agentic AI. You will drive the necessary business and technical relationships with partners to establish new business in those markets. You’ll also work closely with other specialist teams to help partners evolve their products/services and address concerns.

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. Thinking strategically and analytically about business, product, and technical challenges, you’ll have the ability to build and convey compelling value propositions, and work organisationally to build consensus. The ideal candidate will also have experience working in a partner channel, be it in a partner / alliance management role or for a vendor as a partner manager

Key job responsibilities
- Support partners to leverage AWS to successfully deliver and grow their solutions across their market segments using all available program and technical assistance ay your disposal.
- Contribute to the strategic partner plan to execute for target markets in line with both AWS and partner strategic direction
- Execute the strategic business development plan while working with key internal stakeholders (e.g. account teams, partner teams, specialist teams, Solution Architects and support).
- Relevant technical experience/knowledge is helpful, such as: data and analytics, core distributed computing concepts, fundamentals of cloud computing and virtualization, big data concepts, storage systems, content delivery networks (CDNs), ERP platforms

About the team
Diverse Experiences
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 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

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 5+ years of business development, partner development, sales or alliances management experience
- Experience with customer relationship management, especially C-suite level customer engagement
- Proven track record of successful engagements with Public Sector customers in Australia & New Zealand.

Preferred Qualifications

- Track record of success driving adoption of new and disruptive technologies within Enterprise accounts.
- Experience working in a fast-paced and ambiguous environment, or experience working in large teams or at a national/multinational organization
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.