Significant GSI experience in sales/channel/business development
- Experience building and leading teams and in direct and matrix operating structures
- Demonstrated success in shaping and executing large complex deals with partners
- Prior experience managing the performance metrics and channel sales best practices for team members
Job summary
Reporting to the EMEA GSI Partner Sales Lead, this role is responsible for shaping our Global Systems Integrator (GSI) partnerships in Italy aligning co-selling with the AWS field sales teams.
They will be expected to play a critical role in the develop of the AWS IT Transformation within Italy.
This role will also be a transformative unifier of teams across AWS and partners.
From this role, they will work across multiple organizations, globally, company-wide, or with industry leaders.
The execution of the role is critical, you will actively work to reduce bureaucracy and remove blockers that stifle innovation.
You will decide what areas and/or technologies need investment to grow (and when they don't).
You will negotiate new boundaries around the areas you own to achieve the best outcomes.
You will be a thought leader and a culture ambassador among the AWS and Partner teams.
Key job responsibilities
- Manage a partner sales target delivered through a defined set of GSIs in Italy.
- Work cross functionally and collaborates with sales, marketing, services, and training/enablement leadership teams to build a fully integrated GSI partner ecosystem
- Engage a team of enterprise partner success managers as well as partner solution architects that are responsible for the overall success of the AWS partners selling with the AWS field teams.
- Represent AWS as the Leader of GSIs in Italy participate in industry and partner events to deliver thought leadership on how AWS enables customer value
- As the voice of the AWS field, engage with AWS GSI partner management team to support the build of GSI partner capability within Italy.
- Manage and develop multiple senior sales and technical relationships across our GSI partners within Italy and establish the partner success team as the single point of contact for selling with AWS.
- Oversee the development of the GSI's by establishing KPI's and best practices.
- Work closely with stakeholders to develop, establish, and direct GSI and Industry strategies, programs, and best practices.
- Manage overall GSI enablement process, set appropriate metrics for partner funnel management.
- Collaborate with senior sales leadership to identify opportunities for sales process improvement.
- Provide input on partner training content and process based on communications with partners, industry best practices, or recommended process improvements.
- MBA/Technical Undergraduate/Master's Degree
- Experience and familiarity with the AWS platform, products, solutions and capabilities
- Demonstrated track record of success with sales/channel teams
- Proven verbal & written communication skills with senior leaders
- Demonstrated ability to manage multiple competing priorities simultaneously and drive goals to completion