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Description

Amazon Web Services (AWS) is seeking a dynamic Partner Account Manager (PAM) to join our

US Federal Partner Organization (FPO). In this role, you will have the opportunity to shape the

future of cloud computing in the public sector by selling to and with AWS Consulting Partner(s).

Your mission will be to increase awareness and adoption of AWS services, developing and

driving $1M+ engagements.

As a PAM, you will be responsible for managing partner AWS business relationships and

guiding enabling Solutions Architecture resources. This role requires daily interactions with

partners in support of government agencies, demanding a unique blend of business acumen,

government business development experience, and technical expertise. The ideal candidate will

possess the ability to develop account strategies, drive engagements at the executive level, and

easily interact with software developers and architects.

To succeed in this position, you will need to establish a breadth of business relationships within

the public sector industry. Your responsibilities will include growing internal AWS adoption and

broad organizational AWS competency within Federal business units and program teams. You

will work closely with AWS Government Vertical teams to drive joint sales engagements and

strategically plan for future opportunities. The role demands a strategic thinker who can

effectively address mission, product, and technical challenges while building and conveying

compelling value propositions to partners and government customers alike.

Key job responsibilities

 Lead and manage a territory within AWS' Federal Partner’s Organization with a quota of

$25M Direct Solutions Architecture, Partner Program Teams, Lead Generation, and other

resources to drive revenue growth

Develop AWS revenue through Consulting Partners in both sell-through and sell-to

capacities

 Navigate federal contracting vehicles and procurement patterns

 Execute strategic sales and business development plans, collaborating with key internal

stakeholders

 Identify and approach prospects, partners, and channels with tailored value propositions

 Manage sales pipeline and ensure engagement with prospects, partners, and key

customers

 Ensure customer success by providing necessary technical resources and support

 Guide product development based on customer technical requirements

 Utilize Salesforce.com and other internal Amazon systems effectively

 Deliver business reviews to senior management on progress and challenges

 Negotiate contracts and liaise with the legal/contract teams

 Thrive in a fast-paced environment with high-volume engagements

 Demonstrate self motivation, urgency, and follow through

This position requires that the candidate selected be a US citizen.

About the team

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic Qualifications

• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience

• Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services

• Experience with government procurement and contracting process

• Experience with technology platform sales with an understanding of government IT, data centers, cloud services and cloud adoption

Preferred Qualifications

• Experience with sales CRM tools such as Salesforce or similar software

• Experience driving new business in greenfield accounts at the C-suite level or equivalent

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.