DESCRIPTION

Job summary
Amazon Web Services (AWS) is seeking a Partner Development Specialist (PDS) for our France business to help drive our leadership position with SI Partners as the preferred cloud for Microsoft & VMware workloads.

You will be focused on accelerating adoption of Microsoft on AWS and VMware Cloud on AWS solutions, leading the sales motion for enterprise scale datacentre migration and modernization. As a Partner Development Specialist you will work closely with the France Partner Management team to define a list of key SI partners, with whom you will build solutions and practices and drive certifications and APN program attainment specific to VMware Cloud on AWS and Microsoft on AWS.

Key job responsibilities
The ideal candidate will have experience with cloud-related sales activities such as data center migrations, infrastructure and license optimization, modernization and understanding the economic drivers behind large transformation projects.

You will have experience of working with Microsoft solutions (Windows Server, SQL, Exchange, SharePoint, .NET).You should possess a sales background, both direct and through partners, with a strong track record of performance and customer obsession, leading large strategic customer and partner engagements at the CxO level, managing a regional sales pipeline, and orchestrating sales engagements. You should be a self-starter with the ability to think strategically and analytically about business and technical challenges, and convey compelling value propositions, while working cross-organizationally to build consensus.

Your commitments will include revenue accountability and partner-led customer launches within your region. Travel as required to support partner development.

A day in the life

The PDS is a subject matter expert for VMware and Microsoft on AWS in EMEA. A key focus will be to build specific go-to-market strategies and campaigns for demand-generation, differentiation and expansion of the partners' footprint for VMware and Microsoft workloads on AWS. Working with Partner Sales Teams, you will promote the partners' capabilities with AWS Sellers and drive partner attachment to VMware and Microsoft opportunities. You will also align with AWS Specialist Sales teams and partner teams, solutions architects, marketing, and professional services organizations to help drive large and highly complex opportunities to closure.

About the team

Our team is obsessed with helping customers to migrate and modernize their VMware and Microsoft Workloads through our partners to cloud native solutions delivering digital transformation, agility, stability, and costs savings for Microsoft licenses and VMware infrastructure. We are vocally self-critical regarding our passion for inclusion, diversity, and equity. Our team takes calculated risks and actively seek out new mechanisms to help our partners be more successful. Although the team is located across EMEA we take the time to engage on a social level to earn trust together for our joint success.

This role is within the Worldwide Strategic Alliances team specializing in VMware and Microsoft on AWS. 79% of Microsoft workloads and 70 million VMware workloads remain on premise in 2021 providing a significant opportunity for the migration and modernization of these workloads. Modernization provides our team with development opportunities to engage across all AWS services to broaden our experiences and stimulate interest.

BASIC QUALIFICATIONS

• 7+ Years Partner Development experience for VMware and/or Microsoft solutions with proven partner sales experience with quota accountability.
• Experience in working directly with VMware and/or Microsoft Distribution, Consulting and/or Resell partners.
• Proven ability to sell complex solutions for on-premises Datacenter and cloud technologies with Enterprise customers. Familiarity with Microsoft Licensing Agreements for Windows Server and SQL Server in a cloud environment.
• Fluency in French & English.

PREFERRED QUALIFICATIONS

• Technical/Business BA/BS degree or equivalent experience.
• Technical background in engineering, computer science, or MIS.
• Experience of customer acquisition for cloud migration / modernization. Existing senior leader relationships with France SI Partners advantageous.
• Experience of engaging with Partner CXO's to agree and execute against defined metrics. Experience of providing monthly partner business reviews for internal and external audiences.
• Experience working at large global technology companies or a systems integrator partner.
• Excellent verbal and written communication skills. Ability to articulate complex concepts to cross-functional audiences.