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Description

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, SAP on AWS background, and SAP BDC knowledge and experience necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join AWS Specialists and Partners (ASP) org as a Sr Partner Development Manager - SAP BDC!

We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. As part of ASP, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services and offerings, to accelerating the adoption of established partner products, partner solutions, and differentiated AWS offerings. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Within ASP, this position is part of the worldwide SAP Partnership team, where you will lead the global partnership and development and execution of the GTM plan for AWS for BDC - and companion AWS services including those for GenAI, Data, and Analytics. The WW team sees the big picture and sets the plan so the world’s most customer obsessed technical teams can make history. You are the program leader for specialists, architects, partners, and account teams around the world and set direction and standards for how we solve customer problems in your domain. You partner with technical and business teams across AWS and bring the voice of the customer into our product development roadmap and to our routes to market (sales, marketing, and partners).

In this role you will be the BDC GTM Lead, work with SAP on documenting the framework and requirements of the alliance, work with AWS teams (Solution Architect, Solutions & GTM Programs, Engineering, Partner Org), and work with AWS Global System Integrator and ISV Partners to establish an overarching GTM approach to differentiate AWS for BDC, influence our product strategy to deploy innovative services on AWS, develop content and GTM assets for AWS and Partner sellers to win more BDC business.

AWS and SAP have been collaborating since SAP became a customer in 2008. Together, we have certified AWS to support most SAP solutions, brought purpose built EC2 instances to market to support SAP customer needs, and helped SAP leverage AWS services to power a number of their SaaS and PaaS offerings like Concur, SuccessFactors (for government agencies), HANA Cloud Platform, Signavio and SAP Analytics Cloud. AWS has been supporting SAP workloads for customers longer than any other cloud provider (since 2011), and thousands of customers run their SAP ERP and adjacent business-critical systems on AWS today using RISE, traditional perpetual license, and hybrid deployment models.

Key job responsibilities

• Support the alliance and Lead GTM for product line to develop and orchestrate sales motions across sales, marketing, partner, product, training, and professional services teams.

• Leverage your deep domain expertise to create best in class route to market enablement and sales strategy.

• Bring market signals back to leadership including geography, marketing, finance, and product teams to drive innovation on AWS product roadmaps and offerings.

• Own reporting and planning cadences to AWS executives on GTM plan execution and programs.

• Demonstrate thought leadership and be able to credibly represent AWS at industry events, conferences, symposiums, etc.

• Occasionally support field teams in Executive Briefings, Proof of Concepts, and securing light house wins with high priority customers.

About the team

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.

Diverse Experiences

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

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.

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 and 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.

Basic Qualifications

- 6+ years of SAP business development, strategic partnership, product marketing, or program management experience.

- Knowledge of and direct customer experience with BDC (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements).

- 6+ years working with SAP business and technical customers to help them migrate to the cloud, or hosted and managed service providers.

- 5+ years of sales program/business development experience including development of sales materials, partnering with field to build account plans, enabling/activating the field, and writing annual Go-To-Market (GTM) plans and Monthly Business Reviews (MBR).

Preferred Qualifications

- 6+ years of SAP business development, strategic partnership, product marketing, or program management experience with BDC

- Experience building, launching, managing, and refining large scale sales/strategic partnership programs.

- Experience interpreting data and making business recommendations.

- Experience identifying, negotiating, and executing complex legal agreements.

- Familiarity with AWS services and how they can be used to modernize SAP.

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

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits . This position will remain posted until filled. Applicants should apply via our internal or external career site.