Partner Development Specialist, Generative AI and Machine Learning, Partner Core [China]

 

• 5+ years of developing, negotiating and executing business agreements experience

Amazon Web Services (AWS) is looking for a world class partner and alliance leader to join our Generative AI and AI/ML partner team to lead business development efforts with Technology, ISV, System Integrator (SI), and Consulting Partners across the Greater China Region. As a Partner Development Specialist (PDS) for GenerativeAI (GenAI) and AI/Machine Learning, you will have an exciting opportunity to deliver on our strategy to accelerate adoption of AWS within GenAI practices of our most strategic GSI, SI, and ISV Partners. You will help them create GenAI use cases and capabilities, develop and execute go-to-market and enablement plans, leading to healthy business pipelines, joint customer wins and market success.

Leveraging the power of GenAI and ML on AWS Cloud is strategically important for our customers. In this role, you will work with partners to help them build growth oriented and strategically focused practices to deliver on customer and market expectations. You will collaborate with AWS internal teams including partner development managers, solution architects, sales, product, marketing, and solution teams to position and deliver these capabilities internally and to customers. You will be responsible for building GenAI practice plans for each partner and owning the execution of all elements of the plan including, but not limited to enablement, GTMs, sales plays, executive alignment, supporting strategic deals, and relationship governance. The AWS Partner organization will look to you as the expert on your managed partners and to drive AWS market success through them. You will also act as a leader, mentor and peer to regional GenAI experts, bringing your substantial experience in coaching and guiding the team into delivering customer and partner success.

You should have a multi-faceted background to succeed in this position including a deep understanding of GSI/SI/Consulting business, selling software and consulting projects into enterprise customers, and building alliances between technology and consulting organizations. This expertise will ideally have been acquired in similar positions at other enterprise software companies or working within GSI or SI organizations while engaging closely with technology firms. Additionally, you should have a deep understanding and curiosity in the GenAI technology landscape and dynamics, and a demonstrated ability to think strategically about business, process, and technical challenges, as well as build and convey compelling business cases and value propositions.

亚马逊致力于打造多元化和包容性的工作场所。亚马逊是一家机会均等的雇主,不因种族、国籍、性别、性别身份、性取向、残疾、年龄或其他受法律保护的身份而歧视。如有残疾人士需要口译员或任何现场支持,请通知我们的团队。

Key job responsibilities

• Working with cross functional partner and AWS service teams, build and drive GenAI and AI/ML business plans which serve as blueprints for a partner’s growth
• Understand GSI/SI and ISV strategy and help build and drive go-to-market initiatives to support differentiation, customer wins, and market success
• Drive partner pipeline and customer wins through focused sales plays, GTMs, and campaigns
• Work with technical teams on both sides to identify, develop, and launch value add solutions/offerings which showcase SI capabilities and AWS technologies
• Create and drive enablement plans for SI teams in support of business needs
• Support SI market expansion in new geographies, vertical segments, and use cases by aligning with respective AWS teams and growth strategies
• Prepare and deliver business reviews to AWS and partner senior leaders including business metrics, goal achievements, and overall health of business
• 25% travel expected for partner meetings, supporting GTMs and meeting customers

Basic qualifications

• 8+ years of sales, consulting, partner management, or business development in the AI/ML, data and analytics spaces
• Experience in shaping and driving AI/ML, data and analytics consulting alliances. Candidate should understand challenges, dynamics, and mechanisms to structure and drive success through such relationships
• Understanding of the business and technology trends and solutions in cloud GenAI and ML spaces that either inhibit or accelerate enterprise adoption across different AI use cases.
• Strong organizational skills and attention to detail with the ability to set clear priorities in a fast paced, dynamic work environment
• Demonstrated ability to engage and influence C-level executives

Preferred qualifications

• Experience in building GenAI, AI/ML, data and analytics business with consulting partners for other technology providers in the ML market.
• Experience with AWS partners and understanding of AWS partner ecosystem
• Understanding of cloud infrastructure and AWS GenAI, AI/ML, data and analytics services

We are open to hiring candidates to work out of one of the following locations:

Shanghai, CHN

• Experience interpreting data and making business recommendations

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