Group Strategic Initiatives & Partnerships – European Amazon Web Services Partner Manager

European Partner Manager

The role of the European Amazon Web Services (AWS) Partner Manager is to drive incremental Capgemini bookings and revenues with AWS as a global technology partner in Europe.

His/her mission is to:

  • Be a senior Capgemini point of contact for engaging European AWS executives and teams
  • Be the thought leader in Enterprise Cloud Computing and our AWS champion in Europe
  • Design very specific European growth initiatives with AWS and roll-out these Growth Initiatives in the European Capgemini SBU/Bus/GBL’s/ABL’s
  • Support and help strategically the Capgemini European Market Unit Leaders, Cloud Leaders and SBU/BU/GBL/ABL Leaders to design their Offerings/Solutions and create bold Go-To-Market plans
  • Design and execute the future European Capgemini Group Strategy with AWS and contribute to the European total Sell-With Bookings.
  • Manage European Quarterly Business Reviews (QBRs) with AWS and drive partner centric sales with Capgemini Area/BU Account Executives, Sales Executives and Delivery Teams,
  • Document and promote partner solutions and architecture into Capgemini technical/delivery/architects communities
  • Enable the European Capgemini sales and delivery teams via AWS trainings and certifications program.

This person will report to the Global Partner Executive for AWS. The position requires intense interactions with European AWS executives and their teams; therefore the work location will be based in Europe.  This position will also require flexible work schedule and frequent travels to other Group Locations in Europe.

Key Responsibilities

Increase our European Services Bookings with AWS, and enhance the AWS Influential Revenue with Capgemini through : 

  • Maintaining a strong governance and executive mapping amongst the two companies in Europe
  • Design and drive High Growth Initiatives with joint AWS/Capgemini solutions
  • Work with AWS Teams to map industry, service line and sector leaders to identify potential joint opportunities and future account development, initiatives and solutions
  • Facilitate Cross-BU/Cross Sector/Cross-Regions Alignment initiatives
  • Elevate field engagement through working closely with regional alliance leaders and other BU leaders

Lead engagement in the field with Account Execs and Sales Execs, as well as all sales efforts from the partner’s prospective (AWS and Capgemini)

  • Manage current Capgemini/AWS programs around Sector initiatives
  • Support Sales Activities (including seminars, webcast, conferences, road shows, joint planning/mapping sessions)          
  • Support Account Strategy Development Leveraging AWS and/or ecosystems of AWS Partners
  • Deeper penetration of existing Capgemini accounts by leveraging AWS
  • Set-up the appropriate European operational processes and execution of resale, influence registrations, brand reviews, audits, etc…

Key Measurements

  • Incremental bookingsdriven by Sell-With, Growth Initiatives, Sell-To, and Partner Funding for AWS
  • Increase Capgemini’s intimacy at all levelswithin AWS Europe
  • Success of European QBRs (Quarterly Business Reviews) and European Executive Relationship management
  • AWS Alliance Success Measure– Influential Revenue ( Partner’s own revenue that has been validated by the Partner organization as having been influenced by Capgemini)

Background:

Alliances Management, Sales Management, Enterprise Cloud Computing Management, Global/Multi Country Account Management, Business Development Management

Experience:

  • Track record of successful management of global alliance programs or software solutions sales programs within a large technology or large Consulting/ System Integrators organization
  • AWS or Enterprise Cloud Computing senior position experience in Europe
  • Product and solution experience in AWS
  • Global Alliance/Account Management experience
  • Networked with Sales and Alliances teams within a GSI and with channels and partners

Expected Competencies

Role Competencies

  • Mastery of Alliances/Sales Management techniques
  • Global Market Awareness
  • Executive Presence
  • Deep knowledge of Cloud (Public/hybrid/Multi)
  • Rigorous Program Management and Change Management skills
  • Understanding of AWS a plus
  • European Perspective and thinking 

Core Competencies

  • Business Acumen
  • Excellent Presentation Skills
  • Industry and Technology Understanding
  • Excellent Communication/Listening Skills
  • Strong negotiation skills 

“Global” Competencies

  • Fluent in English
  • Strong networking and relationship development skills
  • Ability to influence and convince executives
  • Comfortable with working in an international and “virtual” team and network
  • Ability to work autonomously in a dynamic environment
  • Successful in teaming with people from different cultures

To apply for this opportunity, please send your resume and a cover letter to chris.yankou@capgemini.com

Ref:

SWE01448

Posted on:

March 10, 2020

Experience level:

Experienced (non-manager)

Education level:

Bachelor's degree or equivalent

Contract type:

Unlimited contract

Location:

Stockholm

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