TG
Partner Business Development & Sales Manager (m/w/d)
Contract type
Ongoing
Work mode
Hybrid · Hamburg, Germany · Hannover, Germany
Experience
Senior · 5+ years
Job description
Build and grow the partner business in the AWS ecosystem, focusing on co-selling with AWS and building a curated technology partner portfolio, especially with ISVs whose solutions are resold and run as managed services.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Hybrid · Hamburg, Germany · Hannover, Germany
- Languages
- German – fluent, English – fluent
What you'll do
- Build strong relationships with AWS, especially sales teams and Partner Development Managers, and with the sales teams of existing partners
- Identify and qualify AWS- and partner-generated opportunities and own them through to close
- Build a curated portfolio of three to five technology partners, e.g. in security and observability
- Manage selection, partner contracts, certifications, partner tiers, deal registrations and margin models
- Resell ISV solutions, including via AWS Marketplace and Channel Partner Private Offers
- Develop operational offerings from partner solutions with the Managed Services team so licenses generate recurring service revenue
- Use partner channels, joint account plans, campaigns and co-selling activities to develop qualified pipeline
- Work closely with the Alliance Manager, Sales, Pre-Sales, Marketing, Managed Services and Delivery and ensure transparent pipeline management and reliable forecasts
What we're looking for
- 5-8 years of experience in partner sales, channel sales, alliance management or business development in the cloud or IT environment
- Proven experience with the AWS ecosystem and AWS partner programs, e.g. co-sell via ACE, AWS Marketplace or funding programs
- Experience with ISV partner programs and reseller models including deal registration, partner tiers, commercial models and margins
- Understanding of how recurring service revenue can arise from partner solutions, licenses and projects
- Commercially driven, self-responsible and structured working style with focus on net-new business and qualified pipeline
- Confidence with CRM, pipeline management, forecasting and internal and external stakeholders
- Fluent German and English and willingness to travel about 20-30%
Nice to have
- Experience at a distributor, in the partner team of an ISV, at an AWS partner or specialized reseller
- Practical experience with Channel Partner Private Offers in the AWS Marketplace
- Background or good understanding in cloud security, observability, managed services or cloud operations
- Network to software vendors, AWS contacts or technology partners in the DACH region
Apply
About tecRacer Germany GmbH
Partners & customers
AWS