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Job summary
Amazon Web Services (AWS) is one of Amazon’s fastest growing businesses, servicing millions of customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung.

As part of the Partner Development team in Amazon Internet Services Private Limited (AISPL), 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 in India driving growth with partners.

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 India. Travel as required to support partner development, although fully remote working at the current time.

A day in the life
The PDS is a subject matter expert for VMware and Microsoft on AWS in India. 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.

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.
Fluent in English with excellent written communications skills to articulate complex concepts to cross functional audiences.

PREFERRED QUALIFICATIONS

Experience developing cloud solutions on Microsoft and VMware infrastructure technologies
Previous experience of working for Microsoft and/or VMware or a partner
Experience working at large global technology companies or a systems integrator partner
Technical background in computer science or further education business qualifications a plus
Technical Degree, or equivalent experience