APJ Partner Development, SAP, APJ SAP GTM

• AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
• Would you like to be part of a team that is redefining enterprise AI and cloud ERP? Amazon Web Services is leading the next paradigm shift in computing and is looking for a dynamic results-oriented candidate to join as a Partner Development Manager, SAP GROW, APJ.
• SAP GROW is SAP's public cloud ERP solution built for companies of any size, delivering AI-embedded finance, supply chain, and HR capabilities with rapid, standardised implementations. This role will own the partner-led execution of the SAP GROW GTM across Asia Pacific and Japan.
• As the Partner Development Manager, SAP GROW within Amazon Web Services (AWS), you will have the exciting opportunity to help shape and deliver on a strategy to recruit, enable, and scale the partner community required to drive SAP GROW customer acquisition on AWS. You will be the single-threaded owner of GROW partner GTM execution across APJ, working at the intersection of SAP's public cloud ERP strategy and AWS's partner-led scale motions.
• Your broad responsibilities will include defining and executing the GROW partner recruitment and onboarding plan, establishing business and technical relationships with SAP GROW Fast implementation partners, collaborating with AWS SAP specialist sales teams and SAP alliance counterparts, and managing the day-to-day partner cadence to build a pipeline of new GROW customers on AWS. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CXO/VP level, as well as deep familiarity with SAP's partner and channel landscape in APJ. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions for cloud ERP modernisation.

• Key job responsibilities
• •Own the end-to-end SAP GROW partner GTM execution for APJ, including partner recruitment, onboarding, enablement, and performance measurement
• •Develop and execute the joint SAP-AWS GROW launch GTM plan for each APJ region
• •Establish and manage partner pipeline mechanisms aligned to AWS Scale and Indirect sales motions
• •Define partner success metrics (certifications, go-lives, customer acquisition) and manage a regular cadence of business reviews with partners and AWS leadership
• •Collaborate with AWS SAP specialist teams, account managers, and SAP alliance to align GROW partner activity with broader SAP co-sell motions
• •Identify and address gaps in partner readiness
• •Prepare and give business reviews to senior management regarding progress against GROW customer acquisition targets, partner pipeline, and any potential roadblocks
• •Develop long-term strategic partnerships with regional and global system integrators to scale GROW delivery capacity across APJ
• •Drive GROW co-sell execution with partners and through AWS sales teams (Scale, Indirect, and Specialist) to convert pipeline into launched GROW customers on AWS, owning attainment of GROW LARR and customer acquisition goals
• •Own the SAP GROW revenue goal for APJ in partnership with SAP, establishing joint pipeline reviews, win/loss analysis, and corrective actions to maintain trajectory against plan
• •Embed GROW into AWS field sales cadences (weekly deal reviews, QBRs, SAP account alignment) to ensure AWS account teams actively position GROW with eligible customers and drive CSP selection for AWS
• •Develop and execute co-sell plays with partners that generate qualified GROW pipeline, convert opportunities through joint customer engagement, and deliver wins measured by launched ARR and number of GROW go-lives on AWS
• •Establish a joint SAP-AWS GROW governance cadence with SAP's partner and direct sales leadership to track attainment against mutual customer acquisition commitments, address blockers, and align on pipeline priority accounts

• A day in the life
• •Tracking progress on GROW partner recruitment, onboarding, and pipeline build
• •Ensuring close alignment between AWS SAP sales teams, SAP alliance, and GROW implementation partners
• •Aligning AWS GROW GTM with SAP's regional launch timelines and co-sell mechanisms
• •Close loop on partner escalations including CSP choice, funding eligibility, and SAP Direct Motion access
• •Facilitating AWS investments (SaaS funding, co-innovation funding, demand generation) to accelerate partner-led GROW customer acquisition
• •Driving co-sell motions: working directly with AWS account teams and partners to progress GROW opportunities from qualification through close, ensuring partner delivery readiness for each deal
• •Reviewing GROW pipeline and attainment metrics with SAP counterparts, identifying at-risk deals, and mobilising resources to convert pipeline into wins
• •Coaching AWS Scale and Indirect sales teams on GROW positioning, customer qualification criteria, and partner engagement to embed GROW into their existing SAP and ERP sales motions

• About the team
• Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating, that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
• Inclusive Team Culture Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences inspire us to never stop embracing our uniqueness.
• Mentorship & Career Growth We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
• Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.

Basic qualifications

• - 3+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• - 3+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
• - 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• - Bachelor's degree or equivalent
• - Experience using data and metrics to determine and drive improvements

Preferred qualifications

- Experience in Go-To-Market, Business Development, Sales, or Consulting

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

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