Overview
Partner Business Development Manager - Italy at Exclusive Networks. The AWS Distribution PDM is responsible for driving AWS cloud adoption and revenue growth through the Exclusive Networks partner ecosystem, recruiting, enabling, and managing Exclusive Networks partners to effectively sell and deliver AWS solutions, leveraging Exclusive Networks' value-added services and expertise.
As an experienced global cybersecurity specialist, Exclusive Networks offers its partners a wide range of services and a proven product portfolio, while providing its employees with a first-class working environment. With offices in over 45 countries and the ability to serve customers in more than 170 countries, we combine the local perspective with the size and scope of a global organization.
Responsibilities
* Partner Recruitment & Onboarding: Identify, recruit, and onboard new Exclusive Networks partners with the potential to successfully sell and deliver AWS solutions, prioritizing partners aligned with Exclusive Networks' specializations (e.g., security, networking). Manage the partner lifecycle from initial contact through enablement. Oversee ongoing performance management. Collaborate with the Cloud Operations team to assist partners with billing and operations queries.
* Enablement & Training: Develop and execute enablement plans to ensure Exclusive Networks partners have the necessary sales, technical, operations and marketing skills to effectively position and sell AWS services, including training on how to leverage Exclusive Networks' value-added services. Leverage AWS training programs and resources, and create customized proposals as needed, incorporating Exclusive Networks' training offerings.
* Joint Go-to-Market Strategy Development: Collaborate with Exclusive Networks and our partners to develop and execute joint go-to-market plans, including target market identification, value proposition development, marketing campaigns, and sales strategies. Highlight the integrated solutions and services of AWS + Exclusive Networks + Partner.
* Sales Pipeline Management: Build and manage a robust sales pipeline with Exclusive Networks channel teams and partners. Register and manage opportunities in the AWS portal, provide regular updates to AWS via APN, track progress against targets, and identify opportunities to accelerate and close deals.
* Performance Management & Reporting: Monitor partner performance against metrics (revenue, certifications, customer acquisition) and provide regular reporting with insights for improvement, including adoption of Exclusive Networks' services within partner deals.
* Relationship Management: Build and maintain strong relationships with key stakeholders at Exclusive Networks and partners; act as primary AWS contact within the Exclusive Networks ecosystem and facilitate connections between AWS teams and Exclusive Networks specialists.
* Program Management: Manage partner participation in AWS programs and incentives, ensuring awareness and maximization of benefits; promote and facilitate partner engagement with Exclusive Networks partner programs and offers.
* Market Analysis: Stay informed about market trends, competitive landscape, and customer needs related to AWS cloud solutions; inform enablement and GTM strategies with market insights, focusing on Exclusive Networks' areas of expertise.
* Collaboration: Work with internal and external teams, including AWS sales, marketing, and technical teams, to ensure alignment and maximize partner success; coordinate with Exclusive Networks' sales, marketing, and technical teams.
* Value-Added Service Integration: Promote and facilitate integration of Exclusive Networks' services (security, professional services, training, support) into partner AWS solutions.
Your Profile
* Deep understanding of AWS programs / services and similar hyperscalers.
* Experience in channel management and partner development, specifically within a distribution model.
* Excellent communication and presentation skills in the local language and in English.
* Strong business acumen and analytical skills.
* Relationship-building skills.
* Experience working with AWS (highly desirable).
* AWS Certifications (preferred).
* Understanding of cloud service portfolio and how it complements AWS solutions.
About Exclusive Networks – Diversity & Inclusion
We are an equal opportunities employer and committed to hiring and promoting people from diverse backgrounds and with diverse experiences. We do not discriminate on race, religion, color, national origin, gender, sexual orientation, disability, or similar characteristics. Employment decisions are based on qualifications, performance, and business needs. Please read our Diversity and Inclusion Policy for more information.
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How to apply : If you are interested in this role, please send your application with your CV, a cover letter, your salary expectations, and your earliest possible start date.
Application & Contact
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Job Details
* Seniority level : Mid-Senior level
* Employment type : Full-time
* Job function : Business Development
* Industries : Computer and Network Security; IT Services and IT Consulting
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