Alliances Sales Director AWS

Sales & Marketing is a centralised function and covers all aspects of professional services marketing, sales support and business development. The prime area of focus for the function is to support the development and implementation of the firm's market strategy and in particular to ensure
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About the role
The AWS Alliance Sales Director has overall responsibility for the growth of the Alliance revenue xLoS and all related metrics, including wins/pipeline, team development, performance and budget. The AWS Alliance Sales Director has responsibility to manage, maintain, & grow the relationship with strategic intent and focus on market penetration, revenue growth, and solution identification. The AWS Alliance Sales Director role provides direction and oversight of the Alliance, working closely with the UK Alliance Partner lead, Consulting Alliance Lead and S&M Strategic Alliance Director
The jobholder will:
Lead the develop and go to market strategy by:
Designing, executing, and managing the strategy and business plan of the Alliance with focus on market penetration and revenue growth
Working directly with the Alliance and firm leadership to identify and develop focused GTM plans that align to Firm and technology strategy and will generate significant revenue to the firm
Consistently message the Alliance value proposition and strategic direction internally, externally and proactively align opportunities with the alliance relationship
Building key relationships with Alliance "sell with" team (e.g., SVP of Alliances, C-level, etc.) and serve as strategic relationship point of contact for the Alliance
Identifying additional synergies between Alliance and the firm to expand Alliance program throughout the UK Firm
Collaborating with cross-sector/cross-service Practice teams on executing Alliance initiatives
Acting as strategic advisor of the Alliance to firm leadership
Coordinating and executing annual business planning sessions and ongoing joint planning sessions with Alliance and firm leaders to drive ongoing strategic alignment
Ensuring Alliance partner status & certification levels are maintained/grown
Drive growth by:
Identifying potential account revenue/"sell-with" opportunities sourced from the Alliance
Forecasting and helping to facilitate joint plays across Alliance programmes and develop Industry Cloud Solutions
Providing oversight and targeted direction to the Alliance & business sales team related to the Alliance business strategy for relevant accounts/opportunities
Driving Alliance sales and marketing campaigns that differentiate PwC to drive incremental revenue and confirm that follow-up activities are taking place
Providing operational and governance by:
Managing team and GTM plans and oversee Alliance efforts across the firm
Communicating Alliance initiative progress, issues, and expectations; take corrective actions as necessary
Owning the relationship map
Ensuring execution of all compliance activities associated with the relationship
Overseeing sign off all reporting requirements for the Alliance and as a part of the PwC program; oversee performance metrics such as Alliance influenced pipeline, win fees, and revenue
Overseeing the Alliance budget and ensure strategic prioritisation of spend
Securing appropriate contracts with the Alliance
Who we're looking for:
The jobholder must possess excellent influencing and communication skills to have impact with senior stakeholders, as well as demonstrating a thorough understanding of the firms' commercial and strategic business drivers.
A proven track record of developing GTM strategies and plans is essential (preferably with Hyperscalers). The successful candidate must be able to communicate key business messages to target audiences, through a range of platforms and channels.
Experience of developing new teams, scaling up business plans and evangelising new solutions and capabilities across multi teams.
Skills & Experience Required:
A proven track record in the creation and execution of GTM plans (ideally as part of a Tech Alliances program)
Excellent communication and leadership skills to lead and develop teams
Experience of working in complex, matrix organisations would be helpful, along with evidence of managing varied stakeholder groups.
Ability to motivate and inspire teams through change and ambiguity.
A sound business and commercial understanding of Hyperscalers (preferably AWS) as well as being risk aware.
Strong influencing, negotiating and facilitation skills.
A mind-set which demonstrates a comfort with testing, learning and optimising.
A creative and innovative eye.
Strong people management and coaching skills.
An eye for emerging trends and a curious mind.