Job summary

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and Amazon Internet Services Private Limited (AISPL), the local seller for AWS cloud services in India, is looking for a world class candidate for an exciting new role to lead the strategy, development and growth with the ISV community in India. As the market continues to transform towards SaaS and ISV solutions it is important to build with ISVs by helping them understand our value propositions. Today AWS services leading ISVs from India who are serving a global market like Freshworks, Druva software, Clevertap, Amagi and others. We have helped them build on AWS cloud and supported them in partnership as they expand their footprint to a global market.

This is an important customer/partner segment where over the long term many customers will consume the AWS platform through our ISV partners and these solutions will form an integral part of our core value proposition to end customers in the enterprise and SMB segments in India. Much of the ISV ecosystem has line of business application platforms which serve specific verticals. Each vertical requirements vary based on customer requirement, local geographical context and regulatory mandates. The Head of Industry will lead a team of account and business development managers in India to work closely with India and WW partner/ Industry/ Solution BD team to understand, build and execute joint strategies to help ISVs build and scale industry relevant solutions.

This leader is a ‘builder’ who is highly customer and partner focused who can understand the unique requirements of these ISV’s and lead our investments to ensure we are the platform and partner of choice to enable their success as they build and grow in the years to come. This is a newly created role that will form part of the AISPL ISV segment Leadership Team (ISV - LT).

The ideal candidate will possess a deep understanding of the intricacies and requirements of an ISV/ SaaS Ecosystem and have experience both building and partnering with them. This leader thinks strategically, can build a clear vision of what is required and deliver both strategic and tactical strategies that focus on short and long term. They will understand the technical and practice requirements and has experience growing and leading teams with those skills.

This leader will be able to drive engagement at the CXO level to ensure compliance with global AWS standards, practices and policies and build and lead the business development and technical team that engages with software developers, IT architects, and other customer executives in India. This person will be an exceptionally strong analytical thinker who thrives in fast-paced dynamic environments and has very strong communication and presentation skills. The ideal candidate has BD experience with a terrific reputation for over-achieving quota by growing business in existing customers as well as penetrating new accounts. He or She will also have a strong track record of building a high performance team across business verticals/ geos to enable strong ISV partnerships for joint success. He/She will be an outstanding people leader with a successful track record of building new businesses (or business units).

The ideal candidate will possess a customer and ideally partner management/business development background that enables them to engage at the CXO level, field level as well as strong technology acumen with experience in the enterprise IT landscape and cloud computing. As part of the LT she/he is expected to conceptualise and tailor ISV technology programs for our ISVs and work with the partner/ industry teams to align and develop relevant partner programs. The ideal candidate will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships. 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 with customers and partners within the industry. This person is an influencer by nature and must be seen as someone the partners are enthusiastic to interact and communicate with.


Key job responsibilities

Roles & Responsibilities

• As the ‘single threaded owner’ for our ISV Industry segment in India you will lead and own the development of the ISV strategy for AISPL. You will have direct responsibility for the team covering LOB ISVs and work with partner development resources to align the partnering motions.
  
• Programmatically help our ISV eco-system to build solutions, capabilities and adopt AWS services
  
• Further develop the top tier ISV partners through co-build and co-market initiatives.
  
• Executive customer engagement to assist ISV customers understand, plan and execute on the adoption of cloud technology in their landscape
  
• Monitor success metrics and targets and work with the ISV stakeholders and AISPL business leadership to ensure compliance with global AWS standards, practices and policies and to achieve/exceed goals.
  
• Communicate with ISVs to help to ensure that AWS cloud is the ISV’s preferred cloud computing platform across all software services.
  
• Manage multiyear strategic go-to-market plans to assist in expanding the ISV systems adoption and increasing the partners AWS cloud aligned portfolio.
  
• Understand the technical requirements of our ISVs and work with the internal development team to assist in guiding the direction of our product offerings
  
• Prepare and give business reviews to AISPL senior management team and quarterly business reviews with the identified partners.
  

BASIC QUALIFICATIONS

• The right person will possess 12-15+ years of enterprise systems, business development and program management experience.
  
• 5+ years senior management experience with strong leadership skills in coaching and developing teams.
  
• Demonstrated ability to build and lead in a matrix/managed team culture
  
• Consistently exceeds key performance metrics.
  
• Demonstrated ability to engage with and influence C-level executives
  
• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
  
• Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
  
• An evangelist of the cloud era, seen as a thought leader for and by the partners.
  
  

PREFERRED QUALIFICATIONS

• Strong technical competency in the areas of cloud computing, SOA, web services and enterprise software will be preferred.
  
• Expertise in the field of building products for financial services is preferred.
  
• Experience working within the enterprise software development industry is an advantage
  
  Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.