亚马逊Manager, Solutions Architect, Selling Partner API

The ideal candidate will have experience in customer-facing roles and success in leading in-depth technical Application development architecture discussions with senior customer executives, Architects, IT Management, and Developers to drive value to our customers and is open to travel to customer site as needed by business. • Understanding Customer/Partner Technical Environment (Insights about Customer/Partner and Industry): Gather customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and map architecture and digital transformation solutions to customer/partner business outcomes. Adapt business models, plans, and solutions to insights. • Understanding Customer/Partner Technical Environment (Internal Advocacy): Act as the voice of the customer (VOC)/partner by driving new feedback, gaps, blockers, insights, resources, etc. across communities to track, add, and prioritize, using established channels (e.g., UAT/TFT). • Architecture Design and Deployment (Architecture Proposals): Receive and synthesize data about customer/partner business and technical requirements, address them with technical architecture(s), demonstrate and prove those solutions capability and business value through design collaboration sessions with the customer/partner. • Architecture Design and Deployment (Requirements and Constraints): Apply broad technical knowledge across various architecture solutions to meet business and information technology (IT) requirements and resolve identified technical constraints. Help to shape and enhance customers' requirements. • Application Development, Architecture Design and Deployment (Resolving Blockers): Identify, escalate, and work to resolve technical blockers (e.g., changing configurations, sample coding) to accelerate architecture implementations and routes non-technical issues for removal by the appropriate party. • Trusted Advisor (Challenger Mindset): Respectfully challenge customers/partners when going in the wrong direction and escalate appropriately. • Trusted Advisor (Competitor Insights/ Differentiated Value Proposition): Understand the competitor's architecture solutions and identify Microsoft's strengths over competitive solutions to drive conversations with customers/partners and convince them of solution. • Customer Usage: Lead architecture design, resiliency reviews, and technical optimization that result in production deployment application and increase customer business value. Drive efforts to ensure that the customer's environment and applications are well-architected. • Customer Satisfaction – Deliver positive Customer Satisfaction and become trusted advisors to customers by leveraging solution area expertise to enable defined Customer Success Plan outcomes.

Education and Thought Leadership • Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for partners with complex solutions, and all-up Microsoft business. • Drives innovations to help partners meet capacity and capability goals, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large partners to see and adopt the strategic value. • Provides expertise and is sought out by the Microsoft community because of broad expertise across technologies or solution areas. • Leads the direction that virtual team members (e.g., Account Team) take with Partners and their customers by providing them with strategic input using thorough knowledge of Microsoft technologies, partner accounts, and digital transformations and their context in the competitive landscape. • Coaches the partner on building resilience to technical issues and dealing with competition. Ensuring Success • Helps assigned partners engage in technical pre-sales, deployment, and consumption for the practices or solutions they have built. • Orchestrates a wide, complex range of activities in accordance with partner technical development plan, to develop solution offerings and value realization across a variety of solution areas. • Sets timelines and milestones, and tracks progress toward objectives. Leverages industry expertise and establishes technical credibility with partners to drive Microsoft Technology adoption. • Demonstrates partner and customer obsession in driving digital transformation and Microsoft technology adoption by helping them realize the value, meet their business objectives, achieve their consumption and business targets, and accelerate growth. • Leverages rich expertise and relationships with others to guide the development of partner technology roadmaps that enable them to expand into new markets and provide them with a competitive edge. Partner and Industry Insights • Synthesizes and combines various business insights from their team, global best practices, proof points from experience with several countries and regions. • Leads the orchestration of complex teams across the organization to gather information, collaborate on performance markers, and identify potential risks in partner accounts. • Brings in business and industry insights to address the broader business challenges for the partner. Executes work against the overall business and technical strategy. Solution Development  • Helps partners build practices or solutions and shares their experience and influence with partners through solution-sales guidance. • Influences partner to enable the broader technical team to ensure that technical pre-sales, deployment, and consumption (with a focus on key strategic workloads and solutions) are part of solution development efforts. • Coaches the partner on building resilience to technical issues and dealing with competition. • Proactively influences the development of groundbreaking and highly impactful solutions using Microsoft technologies, and builds solutions into the partner ecosystem to enable partners to sell to end-customers. • Help partners build industry solution based on Microsoft Technology and publish the solutions in Microsoft Marketplace, build strong Microsoft solution eco-system. Strategy Formulation • Provides analysis of overall partner needs for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. • Leads the adoption of technologies, long-term vision of the customer's/partner's business strategy and driving action to bring to fruition. • Creates mid-term and long-term technical development plans (TDP) for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and industry landscape in alignment with the Partner Business Plans (PBPs) and in collaboration with the Partner Development Manager (PDM). • Drives envisioning and technical and program changes in the roadmaps around new and groundbreaking technologies. • Ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation, and driving technology adoption. Ensures that the execution of work supports the transformation of the partners and their customer's technology capacity, capability, and co-selling across the engagement, and uses expertise and influence to accelerate strategy execution.

We’re seeking a Enterprise Support Manager to lead a team of Technical Account Managers (TAM) based in Greater China Region. Our TAM’s are trusted advisors who help some of the most iconic businesses in the world, ensuring their long term success with our services. These range from rising startups building their business from scratch through to large enterprises going through significant transformation. The team provides advice on architecture, support strategy, project, and launch planning as well as ongoing operational issues. You’ll help craft and execute strategies to drive our customers’ adoption and use of AWS services. As a leader you will: - Manage and Grow a Business – You will own the profit and loss of multi-million dollar support business that is part of one of the fastest growing businesses in Amazon. - Engage Customers – Collaborate with global Sales Leadership to develop strong customer relationships and a deep understanding of your customer’s business and support needs. - Deliver Value – Help customers successfully plan, build, deploy, and operate world-class applications on the cloud. - Be a Customer Advocate – Understand industry trends, customer’s business needs and work with AWS Service teams to influence the AWS roadmap. - Grow Support - Identify and lead AWS initiatives that support our mission of being Earth’s most customer centric support organization. - Executive influence - Engage with Director and C-Level executives to translate business needs into technical and operational plans. - “Think Big” - Create mechanisms that allow us to scale while we continue to expand the team You’ll have a direct impact in enabling businesses across the region gain the most value from cloud. There are plenty of opportunities to develop your management / leadership skills as we continue to rapidly expand. You’ll also have the chance to receive mentorship and gain AWS certifications. A day in the life At Amazon Web Services, we don't mind being called "peculiar." We have our own way of doing things. We're obsessed with customers, we see beauty in simplifying the complex, and we're comfortable with being misunderstood. Our unusual approach and our culture - focused on removing obstacles so builders can build - are part of why our people enjoy working in AWS. We’re passionate about supporting the needs of our people and their family members. Benefits include Medical Cover, Employee Assistance Programs and Global Mobility opportunities.

Solution Design and Proof• Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business. • Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business. • Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps). Build Strategy• Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams. • Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off. • Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs. Scale Customer Engagements• Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs. • Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references. • Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy. • Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers. Education• Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact. • Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding. • Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community. Leverage Partner Ecosystem• Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships. • Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.