Job summary
At Amazon, we are working to be the most customer-centric company on earth. To get there, we need exceptionally talented and driven people of all backgrounds. Amazon Web Services (AWS), a global leader in cloud computing, enables customers of all sizes and industries to run their applications on Amazon’s industry-leading cloud computing infrastructure. Within the AWS Partner Organization (APO), the Internet of Things (IoT) partner community is growing at a rapid pace, and will only grow faster and become more widespread as it converges with Artificial Intelligence (AI) and edge computing. The vision of an IoT, AI and edge computing converged world is powering intelligent Edge-to-Cloud solutions that enables many transformational business outcomes – a world of smart homes, smart cities, smart farms, smart factories and smart cars on smart roads, with billions of devices communicating with each other and sharing data that enable more efficient and sustainable lives. We are seeking a Senior IoT Partner Development Specialist (PDS) in Amazon Internet Services Private Limited (AISPL) for India, to own a variety of initiatives aimed at growing our IoT Partner community, developing programs and mechanisms to accelerate solution building on AWS and adoption of AWS IoT Services in India.

The IoT Partner team in AISPL, in collaboration with our APO and cross functional counterparts, develops and executes the IoT Partner strategy for all AWS IoT Services in India. The team is sitting at the intersection of Intelligent edge and Intelligent cloud, enabling Partners and Customers to leverage all of AWS Services in the digital transformation of their businesses and industries through intelligent Edge-to-Cloud solutions. The team is also responsible for driving scale and impact through partner enablement, across System Integrators, ISVs, OEMs and Solution Aggregators. From AWS IoT, Snow Family (Snowcone, Snowball Edge), AWS Robotics to AI, we drive partner success from solution inception, through solution build to solution co-sell.

The IoT PDS for India will work with globally distributed APO teams, IoT / ML edge computing Service teams, World-Wide Specialist Organization (WWSO), and marketing to develop, implement and manage programs to accelerate adoption of AWS IoT Services with partners and building of vertical solutions in India. He/she will collaborate with WWSO to deeply understand customers’ needs by vertical and think strategically about how we build and scale our IoT Partner community to address these needs.

The ideal candidate will have both a business background that enables them to easily engage at the CXO level, as well as a Business Development (BD) background that enables them to manage joint GTM efforts with partners and to easily interact with enterprise customers. This person should have a demonstrated ability to think strategically about business, product, and technical challenges within IoT / ML edge computing as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with edge computing platforms and supporting operating systems.


Key job responsibilities
•Responsible for activation and growth of assigned channel partners and collaboration with their partners and suppliers to achieve targets.
•Build, maintain, and manage relationships with current and prospective channel partners in India
•Work with multiple BD and technical teams within both AWS and each partner to define and execute joint technology, marketing and sales initiatives.
•Identify joint customer segments and industry vertical solutions to position AWS IoT/ML and Edge computing platform to drive new product design wins that embed AWS.
•Serve as a key member of the AISPL IoT team in helping to define and deliver the overall go-to-market strategy in India.
•Ensure that there is a strategic business development plan for target markets and ensure it's in line with the AWS strategic direction. This includes the creation of account plans to track partner progress and achievement of joint business goals.
•Create and execute the team's business plan with key internal stakeholders (e.g. IoT service teams, marketing, PR, legal, support, etc.).
•Understand the technical requirements of each partner and work closely with the internal development team in India to guide the direction of our product offerings.
•Prepare and give business reviews to the senior management team.
•Create and execute operational rigor including account management, business plans, and business reviews (internal/external).

BASIC QUALIFICATIONS

· 10-15 years of channel sales management and/or business development experience in the technology/cloud services industry, with proven ability to build profitable ecosystem technology partnerships.
· Expertise with ML and IoT partners delivering successful joint solutions to market
· Deep familiarity with cloud and edge computing products, services, market positioning and sales strategies
· Ability to create and meet joint solution and GTM strategies and tactical plans.
· Consistently exceed key performance metrics.
· Deep understanding of hardware product release cycles, integration techniques, and existing hardware partner programs
· Proven ability to deliver results amid ambiguity and change
· Experience leading major initiatives in a multi-national environment with internal and external stakeholders across sales, business development and program management
· Demonstrated ability to engage and influence C-level executives.

PREFERRED QUALIFICATIONS

· Strong personal network within the industry.
· Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
· Strong technical acumen, with a demonstrated track record of driving emerging/disruptive edge computing technologies and operating systems.
· Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
· Understanding of AWS services and usage models, specifically AWS IoT and ML Services
· Experience in one or more specific IoT / M2M market segments (i.e. connected space, connected transport, connected operations, connected health, connected commerce, etc.)
· Computer Science background, MBA or equivalent professional experience