Position Summary

As the Partner Sales Manager, you will be within the Growth, Business Development, Channel & Alliances team supporting to grow our relationship with Amazon Web Services and execute our partner strategy across this vital partnership. In this role, you will bring forward a well researched point of view on partnering with Amazon Web Services that will allow us to take a Partner-Led approach in demand generation.

Effectual believes that Amazon Web Services can be a multiplier in driving accelerated growth and is a key partner in the future success

of our business. Therefore, you will be a domain expert in the field of cloud computing and AWS specifically, leveraging your expertise and a data driven approach to define new strategies and tap into opportunities for driving growth through this strategic partnership. You'll also help to drive repeatable processes and frameworks that enable scaling of our partner efforts.

Working cross-functionally, you will drive alignment across AWS, solution architecture, sales, engineering, and professional services delivery functions to define joint partner solutions and market messaging. You will also work closely with the other members of the Growth team to assist in the creation of building and maintaining strategic ecosystem relationships.

We are looking for in impact player to accelerate our AWS Partnerships in the field.

We are seeing significant growth in our AWS partnership. Thus, we are looking for someone to join the Partner & Alliances field team to cultivate, accelerate and guide opportunities with AWS in Strategic Accounts. This person will also strengthen and build field relationships with AWS to take the partnership to the next level.

This position reports to the Head of Growth & Alliances and is responsible for AWS sell-with/go-to-market engagement and joint activities within a specific region or vertical. This includes planning, co-selling, and driving field marketing activities. The Partner Development Manager will be part of the team coordinating Effectual and AWS sales activities and be a central conduit for engagement management between Effectual's sales organization and AWS. You will be an expert on all aspects of Effectual's service portfolio and present at QBRs, executive meetings, training, and trade events.

A Glimpse into the Daily Routine of a Partner Development Manager

Partner Development Manager's for AWS at Effectual will embody the joint value that Effectual & AWS can bring to the Enterprise. They will spend their days discussing challenges that the enterprise is facing with both internal Effectual team members and with the AWS partner and sales teams. They will be able to tell success stories of where AWS & Effectual have achieved real business outcomes for their customers and the impacts they've had on the market at large. They will train and enable their AWS counterparts on Effectual's services and capabilities and provide feedback to internal Effectual stakeholders on the needs that AWS has to satisfy their customers. They will document their activities and achievements in Effectual's CRM system and provide data and reporting on where they're seeing success and where Effectual needs to invest more or change strategies. Ultimately the Partner Development Manager will focus on those activities that will result in opportunities for the Sales team to go and close and end in revenue for Effectual's and AWS's businesses and solve customer challenges.

Essential Duties and Responsibilities

• Assist in defining the overall strategy for AWS. Establish reporting on partner success and Partner/Effectual Quarterly Business Reviews (QBRs).
• Drive a process for identifying, assessing, and prioritizing potential joint customer opportunities/pursuits including market, field and customer research, assessment against Effectual's services and value proposition.
• Develop partner-led demand generation programs at scale that include joint go-to-market (GTM) messaging, solutions/offerings and incentives, in partnership with solutions and technical experts.
• Influence pipeline growth and meet/exceed quarterly business targets.
• Define and execute a cross-functional process to engage, build, and execute partnerships
• Drive/manage joint sales and go-to-market (GTM) activities with partner teams
• Track & support partner opportunities/forecasts
• Work with the wider Growth and Sales teams to develop a regional partner strategy and execute the plan
• Facilitate co-selling opportunities, account mapping, and other sales engagements between Effectual's field sales and the partner sales teams
• Deliver sales enablement to partners
• Work with Effectual's Solutions Architects and Marketing teams to develop, launch and support Effectual delivered, AWS-based industry solutions.
• Build and maintain relationships with AWS partner sales teams and executives to grow awareness of Effectual's value
• Attend & support events in support of partners
• Provide training for Effectual's field sales teams on AWS' joint solutions

Qualifications

• Bachelor's degree or equivalent practical experience.
• 5 years of experience in partner or business development.
• 3 years of experience working with AWS

Nice-to-Have Skills and Experience

• AWS certifications
• Proven track record of meeting/exceeding sales targets
• Familiarity with Cloud/ISV/SI partners and joint co-sell motion
• Experience working with large accounts
• Ability to multi-task and keep several actions moving forward at once.
• Strong cross-functional collaboration skills are required - both internally & with the partners.
• Excellent communication skills

Company Offered Benefits

Full-time employees are eligible to participate in our employee benefit programs:

• Medical, dental, and vision health insurances,
• Short term disability, long term disability and life insurances,
• 401k with Company match
• Paid time off (PTO) (120 hours PTO that accrue over one year)
• Paid time off for major holidays (14 days per year)
• These and any other employee benefit offerings are subject to management's discretion and may change at any time.

Physical Demands and Work Environment

The work is generally performed in an office environment. Physical demands include sitting, keyboarding, verbal communication, written communication. Employees are occasionally required to stand; walk; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions.

Salary Range for this position: $110,000-$178,000 plus potential to earn more

CA ID IT10000674

"Salary ranges provided are for informational purposes only and may vary depending on factors such as experience, qualifications, and geographic location. The final salary offer will be determined based on the candidate's skills and alignment with the role requirements."

This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended anytime at the sole discretion of the Employer. Duties and responsibilities are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship. Effectual Inc. is an EEO employer and does not discriminate on the basis of any protected classification in its hiring, promoting, or any other job-related opportunity.