Partner Development Manager - SAP

Job Description:

Would you like to be part of a team that is redefining the enterprise cloud landscape in Latin America? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world-class Senior Partner Development Manager (PDM) to lead and grow our SAP partner ecosystem in Brazil.

As a Senior Partner Development Manager - SAP on AWS within Amazon Web Services (AWS), you will have the exciting opportunity to deliver on our strategy to build mind share and accelerate the adoption of AWS as the preferred cloud for SAP workloads across Brazil. You will own the development and execution of joint Go-to-Market (GTM) strategies with leading SAP System Integrators (SIs) and Global System Integrators (GSIs) operating in the South of Latin America.

Your responsibilities will include driving executive and field relationships with top SAP partners, managing Strategic Collaboration Agreements (SCAs), and collaborate with the extended AWS team - to accelerate RISE with SAP on AWS, SAP Business Suite SaaS, SAP BTP, and SAP Business Data Cloud (BDC) opportunities.

The ideal candidate will possess both a business background that enables them to engage at the CXO level and a deep understanding of the SAP ecosystem that enables them to credibly interact with SAP practice leads, solution architects, and enterprise customers. He/she should have a demonstrated ability to think strategically about the SAP cloud transformation market, build compelling joint value propositions, and execute with discipline against defined KPIs.

Key job responsibilities
- You will own the overall partner relationship and success of assigned SAP partners in South of Latin America, serving as the single point of contact for managed partners and will represent AWS at SAP partner events.
- You will develop and execute joint Partner Business Plans aligned to AWS SAP GTM priorities (RISE with SAP, SAP Business Suite SaaS, BTP, BDC, GenAI on SAP).
- You will manage Strategic Collaboration Agreements (SCAs) and re:Scale agreements, including governance cadence, KPI tracking, QBRs, and escalation management.
- You will drive partner-originated (PO) pipeline creation and mature opportunities to the Qualify stage in partnership with field sales teams.
- You will optimize allocation of AWS partner funding programs to maximize partner investment and deal velocity and enable partners to build differentiated SAP practices on AWS, including RISE with SAP, GenAI, Data & Analytics, and other SAP Solutions.
- You will build and maintain executive relationships with partner leadership (C-suite, Practice Leads, Alliance Leads) and SAP Brazil field teams.

About the team
Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

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Candidate Requirements:

- 5+ years of developing, negotiating and executing business agreements experience
- Knowledge of SAP systems (like SAP Business Suite, S/4HANA, SAP Business Warehouse, SAP HANA, SAP Business Objects, etc.) and their architecture and infrastructure needs
- 4+ years of stakeholder or account management experience, or experience with AWS services or other cloud offerings
- Experience using English communication skills, both written and verbal, to foster seamless interaction with stakeholders at all levels
- Experience interpreting data and making business recommendations

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