Marketplace Account Manager

Job Summary

We are seeking a dynamic and results-driven AWS Marketplace Manager to drive sales, strategy, and operations.  This position will play a crucial role in management of the National/global partnership and collaborate closely with internal resources and key leaders to execute the go-to-market (GTM) initiatives, ensure alignment, and achieve joint success. 

Duties/Responsibilities

• Marketplace Sales Strategy Development: Drive the marketplace strategy within defined existing accounts, collaborating with internal teams (i.e. Client Directors and Sales Specialists), technical leaders, and partner to identify growth opportunities for key LOB’s and develop comprehensive solutions that integrate partnership offerings across various practice groups. 

• GTM Alignment & Execution: Participate in regular strategy sessions with internal teams to ensure alignment and consistency in go-to-market strategies with your AWS Marketplace. Collaborate to develop and implement GTM plans that align with company objectives and annual goals, ensuring measurable outcomes. 

• KPI Tracking: Monitor and track key sales metrics (revenue, margin, number of offers & active ISVs, incentives) to ensure profitability and growth. 

• Content Creation & Communication: Create and distribute content for internal teams, customers, and partners/OEMs. This includes, but not limited to: Why AHEAD for AWS Marketplace decks, success stories, partner newsletters, tech updates etc. 

• Sales Enablement: Ensure effective enablement of sales and technical teams on both a national and regional level. 

• Data Analysis: Utilize data to create heat maps of territories, identifying opportunities of focus and growth. 

• Strategic Deal Involvement: Play an active role in strategic deals to maximize profitability, focusing on both front-end and back-end incentives (rebates, incentives, etc.). 

• Deal Reporting: Collaborate with operations and procurement teams on top partner deals each quarter, ensuring proper reporting and hygiene to optimize rebates and margins. 

• Sales Support & Partner Liaison: Provide urgent support to sales teams (CDs, COSs, CSAs) when deal or partner assistance is required. Serve as the primary internal liaison for partner-related challenges, escalations, and requests. 

• Marketing Collaboration: Engage with the marketing team to ensure marketing development funds (MDFs) are utilized effectively for GTM strategies, particularly in underdeveloped territories. 

• Program Support: Create and manage marketplace offers through its full lifecycle.  This includes managing relationship with and authorizations from counterparts at partner ISVs, assisting customers in the approval process, and insuring the opportunity is booked properly internally. 

Education and Experience

• Preferred – Bachelor’s Degree in Business, Marketing, or a related field 

Physical Requirements

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards. 

• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.