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Global Partner Development Manager - GSI, HCLS
Company Web Services (AWS) is looking for a world class partner and sales leader to manage the Healthcare and Life Sciences (HCLS) industry vertical relationship with a global strategic AWS consulting partner. As a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through this Global System Integrator (GSI) and their customers in HCLS.
Responsibilities will include driving C-level and field relationships with your partner and with the AWS sales field, and executing joint GTM plans globally. You will be responsible for driving top line revenue growth and overall market adoption of the partner solutions, by establishing and growing business and technical relationships while managing the day-to-day partner interactions.
The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with enterprise customers and sales executives. This person should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. The position also requires a strong technical acumen and familiarity with cloud services.
AWS partners develop and deploy solutions for customers in the HCLS industry vertical (Payer, Provider, Pharma, Genomics, Med Devices) in areas such as improving customer experience, reducing healthcare costs, improving patient and population health outcomes, accelerating scientific discovery, and making advances in clinical diagnosis and treatment. AWS customers are developing some of the most exciting and innovative new businesses, and partners are using cloud technologies from AWS such as AI and Machine Learning, IoT, compute and storage to dramatically accelerate innovation.
Working with cross functional teams to create and execute a strategic business plan, inclusive of enablement, practice development, and marketing and sales initiatives on solutions that meet HCLS customer needs with measureable ROI
Driving partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against the strategic business plan
Engage each partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS
Evangelizing a partner’s value proposition internally throughout AWS and externally with customers
Driving partner solutions, APN Program attainment, continuous enablement through training and certifications and go-to-market strategies for differentiation and expansion of their footprint
Establishing AWS as the partner’s preferred cloud computing platform for HCLS
Responsible for enabling a global HCLS partner practice on AWS
Understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings
Prepare and give business reviews to AWS and partner senior leaders
Manage complex contract negotiations involving legal, marketing and business terms
Serve as a key member of the AWS partner GSI team helping to define and deliver the overall go-to-market strategy for the segment
Up to 50% global travel
12+ years of business development, partner development, or alliances management experience
12+ years of experience of software technology in Healthcare and/or Life Sciences industries
Strong understanding of industry regulatory and compliance requirements that apply to cloud-based technologies
Published or presented thought leadership on topics relevant to partners and executive decision makers on use of technology in Healthcare and/or Life Sciences industries
Track record of success building a technology partner ecosystem with solutions or innovation programs
Strong business acumen, with a demonstrated track record of driving emerging/disruptive technologies
Familiarity with Software as a Service or other cloud-based technologies
Familiarity with HCLS technologies including EHRs, population health management, interoperability solutions, advanced data and analytics services, provider managed services
Strong presentation and writing skills and the ability to articulate complex concepts to cross-functional audiences
Knowledge of AWS services and technologies
Meets/exceeds Company’s leadership principles requirements for this role
Meets/exceeds Company’s functional/technical depth and complexity for this role
Company is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation/Age.
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