Sr. Proserve Sales Manager, ISV, Isv - namer

Professional Services Area Leader

At AWS, we are looking for a professional services area leader with a successful record of leading ISV customers through a variety of transformative projects involving IT strategy, distributed architecture, and hybrid cloud operations. This role will be responsible for building and leading the ISV ProServe team. Responsibilities will include growing the team, setting team priorities, providing thought leadership, business planning and shaping the offerings, go to market approach for ProServe with these customers. This key role will be highly visible internally and externally, and will require the ability to communicate and partner with other teams within AWS such as customer and account sales, support, services teams, as well as teams across ProServe.

Key job responsibilities include managing a team that will consist of PAEs in North America, dedicated to ISV customers. Manage bookings, pipeline, revenue, margin and delivery of projects. Engage customers - collaborate with PAEs and other sales roles to develop strong customer and partner relationships. Develop trusted relationships with customer CIOs, CTOs, IT functional leaders and business sponsor executives. Lead the sales of ProServe engagements, and build a growing business for NAMER headquartered HCLS customers globally, driving AWS adoption, and customer benefit from AWS services. Sell IT transformation engagements - present compelling proposals to help customers develop a modern cloud-based IT operating model, to drive new business results. Partner ecosystem - establish executive and technical relationships with key integrators (SIs), software vendors (ISVs) and managed services providers (MSPs) who are offering cloud based IT services and solutions. Deliver joint proposals and joint engagements to help partners succeed in large, complex customer engagements using AWS. Coach and teach - collaborate with AWS field sales, technical sales, training and support teams to help partners and customers learn and use AWS platform services such as Amazon Elastic Compute Cloud (EC2), Amazon Simple Storage Service (S3), Amazon RDS database services, AWS Identity and Access Management (IAM), etc. Deliver value - oversee the high quality delivery of a variety of customized engagements with partners and customers in ISV. Lead great teams - attract and develop top talent to build high performing teams of consultants with superior technical depth, and outstanding customer relationship skills. Lead and support a regional management team of practice managers who cover major customer groupings. Be a customer advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps. Influence roadmap changes to accelerate customer adoption and value. Lead in ISV – lead the establishment of mechanisms, practices, references, solutions, and communities that support AWS ISV customers. Contribute as part of the Global ISV Americas leadership team.

Basic qualifications include a BA/BS degree or equivalent experience; computer science or math background preferred. 15+ years of relevant enterprise IT sales and delivery oversight experience w/ global F500 ISVs. 10+ years of relevant business development and sales experience including innovative agreements w/ integrators, ISVs and managed services providers. 10+ years of second level management experience of professional services sales teams in high growth technology sales environments; visible IT. Preferred qualifications include 10+ years of understanding of data center, cloud computing, adoption strategy and transition challenges and experience with design of modern, scalable delivery models for technology consulting services. 15+ years of sales and delivery experience with global F500 enterprise customers and partners.