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Partner Development Manager
4 months ago
Eviden, part of the Atos Group, with an annual revenue of circa € 5 billion is a global leader in data-driven, trusted and sustainable digital transformation. As a next generation digital business with worldwide leading positions in digital, cloud, data, advanced computing and security, it brings deep expertise for all industries in more than 47 countries. By uniting unique high-end technologies across the full digital continuum with 53,000 world-class talents, Eviden expands the possibilities of data and technology, now and for generations to come.
As a Partner Development Manager (PDM) in the Eviden Cyber Security line of business, you will play a crucial role in growing Cyber Security value added reseller (VAR) sales in assigned industry verticals and/or territories. The primary goal of the PDM is to drive Cloud-Security-related sales pipeline growth in AWS marketplace by building trusted relationships with AWS stakeholders and AWS partners and resellers, effectively communicating our go-to-market strategy, offerings & value propositions, driving marketing campaigns, and shaping deals and commercial constructs where appropriate.
You will have a blend of alliance, commercial, and technology experience in cloud security services and will be able to convey value propositions to AWS stakeholders, AWS partners and reseller ecosystem and Eviden sales team members, and end customers.
You will be responsible for:
- Growing the Eviden AWS Marketplace cyber security VAR sales pipeline through joint business planning and GTM strategies
- Promoting Eviden's proprietary Managed Detection and Response (MDR) service 'AIsaac Cyber-Mesh' - a joint initiative by AWS and Eviden.
- Working side by side with the Eviden-AWS Cloud Business Group, Sales, and Portfolio stakeholders in identifying and driving VAR sales
- Management of the commercial relationships with AWS and VARs and the wider partner ecosystems developed as part of the GTM strategy.
- Building a strategic sales plan to generate and develop business opportunities across various territories and industries.
- Working closely and collaboratively with Eviden's 'Cloud-Security Centre of Growth' team – Competency Lead, Advisory Lead, Marketing Lead, Technical Solutions lead.
- Working closely and collaboratively with Eviden Industry sales organisation and speciality cyber security direct sellers to align on working practices, sales enablement, win workshops, pipeline build and sales conversion (win deals)
- Building relationships with key Partner stakeholders; Field Sales, Solution Sales, and more
- Managing a regular business cadence of events, business reviews, briefings and 1-2-1s with AWS stakeholders
- Being an advocate of Eviden and AWS by promoting Eviden-AWS joint initiatives such as AIsaac MDR
- Focus on communicating Eviden's distinct differentiators as a MSSP partner and in our solution offerings by raising awareness of Eviden's capabilities across AWS.
- Defining partner best practices with local and global PDMs
You need to have experience in an AWS partner/alliance/reseller function, preferably possessing a cyber security solution sales background.
Above all, you are a passionate person who takes ownership of their work and shows perseverance to reach the desired result to contribute to the success of the Eviden and client partnership.
Required
- Substantial experience in sales / partnership / relationship management experience
- Experience and enthusiasm in building long-term strategic relationships at senior levels
- A 'can-do' and self-starter attitude with the ability to adapt and take ownership of the role and its responsibilities.
- Collaborating with a varied group of stakeholders, whilst working independently to achieve targets.
- Knowledge of channel/alliance/partner business models, preferably AWS cyber security including commercial knowledge of AWS marketplace
- Strong communication skills - written and verbal.
Let's grow together.
