Head of AWS SAP Alliance, North America

at Amazon Web Services
Published September 20, 2022
Location Austin, TX
Category Default  
Job Type Full-time  



Job summary

As the SAP Alliance Leader, North America, you will assist in managing aspects of the alliance relationship with SAP as a partner. Candidate will be knowledgeable on SAPs organization, culture, priorities, value proposition, markets, business challenges and customer opportunities and have the ability to sell the benefits of the collaboration to internal and external audiences. You will assist in developing and executing on annual strategic plans; building multi-level relationships including those at the executive level; ensuring that the partnership proceeds to respective goals efficiently, effectively, and harmoniously and in a timely fashion. You will lead the efforts in creating synergy from the differences between the organizations, thus enabling the partnership to deliver on its goals.

Key Responsibilities:

  • New Go-to-Market (GTM) Program Development: Work cross-functionally across Amazon (engineering, marketing, legal, security, operations) to define, develop, and execute joint GTM programs with SAP.

  • Existing Go-to-Market (GTM) Program Management: Manage existing joint GTM programs with SAP: HANA Enterprise Cloud (HEC) on AWS, RISE with SAP on AWS and others

  • Strategic value and risk management: Identifying the important value drivers and key risks, ensuring those involved do not lose focus on strategic aspects, and leading efforts to mitigate risks and accelerate value creation; may also include looking for win-win opportunities to extend the relationship by expanding the existing partnership or creating additional spin-off collaborations.

  • Relationship Governance: Ensuring effective governance of the relationship, protect the partnerships assets and maximize long-term value for partners and customers.

  • Contract management: Managing contractual obligations, such as milestone payments; advising collaboration participants on how the partnership contract should be implemented; and if necessary, negotiating with the partner regarding the interpretation of the contract in the event of a difference of opinion between the two sides.

  • Progress monitoring: Tracking progress, including coordinating the definition and reporting of the KPIs, as well as leading periodic health checks.

  • Process management: Establishing and ensuring smooth operation of the collaboration ground rules, such as the protocol for formal governance meetings and procedures for decision-making, project team meetings, data exchange, and other kinds of interactions.

  • Brand management: Managing how the partner, and how people in ones own company perceive the partnership perceive AWS as a whole.

  • Alignment and relationship building: Leading efforts to increase alignment, mutual understanding, and trust between collaboration participants, including activities such as the kickoff event and periodic collaboration team events.

  • Change management: Anticipating upcoming changes in project stages or collaboration participants, managing transitions smoothly, and serving as the partnerships memory, as well as facilitating complex discussions with the partner to map a way forward when unanticipated situations or corporate decisions in either party trigger the need for change.

  • Alignment and relationship building: Leading efforts to increase alignment, mutual understanding, and trust between collaboration participants, including activities such as the kickoff event and periodic collaboration team events.

Key job responsibilities


Preferred Qualifications:

  • 10+ years of partner management at a global technology company

  • SAP or SAP ecosystem experience

  • Direct experience in managing alliances

  • Developed and operated five or more partner/GTM programs

  • Understanding of AWS, cloud architecture and infrastructure

  • Organizational skills and attention-to-detail with the ability to set clear priorities in a fast paced, dynamic work environment

  • Inquisitive; will always ask questions to see the big picture or get a handle on the details


Preferred qualifications:

  • Excellent communication skills, written and verbal

  • Executive presence

  • Strategic thinker

  • Entrepreneurial, self-starter

  • Collaborative team player

  • Problem solving

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.