Partner Development Manager – AWS Partnership
Employment Information
Job Description
Partner Development Manager driving AWS partnerships for Stripe's global strategy. Building relationships, executing partner strategies, and managing revenue-generating initiatives with AWS.
Responsibilities:
- Build broad relationships across partner, sales, marketing, product functions at AWS, including an organization map and establish Stripe’s team mapping to those functions
- Develop a revenue generating joint GTM plan with AWS, that should include joint GTM activities (events, webinars, etc), how we engage with Partner’s AEs (enablement, co-sell plan), and other key ecosystem participants (SIs/agencies)
- Develop and execute Stripe’s partner strategy with AWS, in alignment with Stripe’s regional business and global partner strategy
- Cultivate deep relationships with AWS’ cross functional leadership team, optimize partner performance through business reviews, identify additional business opportunities to expand revenue
- Establish QBR cadence, and lead both the preparation (presentation) and run quarterly QBR meetings
- Own joint revenue generating GTM plan, and lead the cross functional execution to deliver on that plan. This will likely include working with marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral
- Serve as an advocate for the your partners and identify areas for growth via partnerships
- Finalize operational and contracting details with prospective partners through collaboration with Legal and Finance team
- Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style
Requirements:
- 8+ years of experience in revenue generation and/or partnership/alliance management for enterprise software organizations
- Successful track record of developing and growing partnerships, especially related to Cloud Marketplaces
- Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape for enterprise software.
- Strong ability to influence and inspire large virtual teams of internal and external cross-functional stakeholders across Sales, Marketing, Operations, Product and Engineering, in a highly matrixed environment
- Strong written and verbal communication skills
- Demonstrated ability to structure and negotiate high-value strategic partnership agreements with a C-level audience and follow through on the global execution of the partnership
- Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
- Highly organized, multi-tasking skills, take ownership and be efficient in ambiguous situations
- Willingness to travel
- Bachelor’s Degree
Benefits:
- Health insurance
- 401(k)
- Paid time off
- Professional development opportunities
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