Go to Market Business Development for Research and Academic Medical Centers

US, CA, Virtual Location - California

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Posted 1 week ago

Searching for candidates in California, New York/New Jersey, Boston or Philadelphia

Would you like to own building the future of cloud computing across the Higher Education (HigherEd) Research and Academic Medicine sectors? Do you have the partner experience, industry background, and communication skills needed to thrive in this market segment? AWS is looking for a go-to-market (GTM) and Partner leader who is passionate about working with partners to further the needs and interest of HigherEd Research and Academic Medical Center customers.

As a Sr. Business Development Manager (BDM), you will have the exciting opportunity to work with both ISV and Consulting partners to help them go-to-market with AWS in the HigherEd Research and Academic Medical space. Your responsibilities will include engaging with key strategic partners that interface with the School of Medicine, Research Community, and Health System Customers. You will recruit strategic partners and then accelerate their growth by working with AWS teams that provide marketing, sales, funding, and business support programs. You will work directly with the AWS EDU Sales team to connect qualified partners and solutions to potential customers. This position requires someone who can meet with VP+ executives, deeply understand the Research/Academic Medicine industry, and match AWS partner programs to fit the partners need. The ideal candidate will possess both business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with IT and development leaders.

Roles & Responsibilities:

- Develop, lead, and execute the partner strategy in the HigherEd Research and Academic Medicine space.
- Lead ISV and consulting partner recruitment, working with AWS EDU sales team to understand the partner needs and gaps.
- Develop go-to-market strategies that effectively help partners win business via AWS Partner Network Programs. Work with internal AWS Partner Network program teams to influence partner program offers and customize for EDU vertical needs.
- Be a thought leader and an executive relationship builder within the Research and Academic Medicine industry.
- Work cross-functionally with other Amazon teams, including AWS EDU Field teams and partner leaders in Commercial and Healthcare business units.
- Understand the technical considerations and legal/regulatory requirements specific to Research and Academic Medicine partners, customers, and solutions.
- Develop and manage the sales pipeline for joint opportunities between AWS EDU sellers and partners.
- Prepare and give business reviews to the senior management team regarding progress and gaps in the Research and Academic Medicine partner ecosystem, and create strategies and plans to accelerate progress and fill in gaps.
- Handle a high volume of engagements and the fast pace of the cloud computing market.

Basic Qualifications

· Minimum 10 years of partner/business development, enterprise sales, and/or program/product management experience with a focus on Academic Medicine, Healthcare and/or Research.
· Minimum 4 years of experience with SaaS solutions, consulting partners, IT, datacenters, and/or cloud adoption

Preferred Qualifications

- Deep knowledge of medical research, clinical operations, and research partner landscape.
- Experience developing an indirect sales channel, growing partner competencies, and delivering sell-through revenue.
- Track record for managing sales accounts and territories including sell-with motions with partners.
- Excellent communication and writing skills
- Highly self-motivated and entrepreneurial
- Meets/exceeds Amazon’s leadership principles requirements for this role
- Meets/exceeds Amazon’s functional/technical depth and complexity

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us. Pursuant to the Los Angeles and San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Job tags: AWS Entrepreneurial Product management Research SaaS Sales pipeline