Services Business Development Manager, AWS
5 days ago
Role Summary
We have an excellent opportunity for an experienced AWS Services Business Development Manager (BDM) to join our AWS Services team and play a key role in driving AWS Professional Services and Managed Services sales across our key routes to market, including the vendor, our partner-base and their end-customers. The successful candidate will demonstrate exemplary core sales and relationship management skills and will also have sound knowledge of Cloud services and how these can be harnessed to transform an organization. The candidate must also have a proven, and successful track record on sales and acquiring new relationships. A typical AWS Services BDM will have had two or more years in a similar services sales type role.
Key Duties and Responsibilities
Working in close collaboration with the local (in-country) AWS pre-sales and technical teams, along with the wider Regional Service Centre, the core responsibilities of the role include, but not limited to, the following:
Strategic Sales Planning
Identify market opportunities, routes to market, industry trends, and vendor, partner, and end-customer needs to guide sales approach
Collaborate with local Ingram Micro leadership to set clear revenue targets and growth objectives
Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently
Define and agree alignment and working approach with local Ingram Micro Cloud (resell) BDM’s and PDM’s for the demarcation / hand-off of Services-specific opportunities
Internal, Channel Partner, and Vendor Relationships
Forge strong relationship with key AWS individuals including Sellers, Professional Services, and Partner Development teams
Forge strong and trusted relationship with partner account base, including actively promoting pre-sales, service offerings, and consulting capabilities
Be a visible representative of Ingram Micro at partner engagements and key vendor events, supporting the identification and development of future service offerings
Evaluate potential collaboration opportunities to enhance product offerings and market reach
Market Expansion
Drive market expansion efforts by identifying target segments and developing tailored go-to-market strategies
Lead initiatives to penetrate new routes to market and partner / end-customer segments for cloud services adoption
Analyze market competition and positioning to differentiate company offerings effectively
Support the development of the AWS services propositions, solutions and GTM
Sales Delivery and Achievement
Provide ownership of complex sales engagements, including RFPs, proposals, and customer presentations
Pro-actively hunt for and generate new business opportunities
Meet or exceed revenue and goal targets in a defined territory – which will include those set by both Ingram Micro and AWS
Maintain a robust sales pipeline, including regular updates and reporting
Be familiar, and correctly position, key vendor programs including OLA, MAP and WAFR
Collate, summarise, and accurately report key management account information on a monthly basis
Identify other Ingram Micro service and sales opportunities
Personal Skills Development
Build and maintain a strong relationship with key peers, including the local and regional Cloud teams, AWS Sellers and Partner Development teams, partners and their end-customers
Build a solid understanding of the Ingram Micro AWS services portfolio, capabilities and motions
Build and maintain a good awareness of the internal SMEs areas of specialism
Keep up-to-date with current and future technologies, products and strategies
Build and enhance relationships with peers
Qualifications and Experience
An AWS Services BDM should also have the following qualifications and experience:
Desirable Qualifications
Cloud Computing related sales or business development experience
AWS Cloud Practitioner Certification
AWS Associate Certification
Expected Experience (Services and Sales Understanding / Positioning)
AWS Optimisation Licensing and Assessment (OLA)
AWS Migration Acceleration Program (MAP)
AWS Well-Architected Framework Review (WAFR)
Compute services (e.g. EC2, containers, serverless)
Monitoring/Observability tools (e.g. CloudWatch, Prometheus, DataDog)
CI/CD tools (e.g. CodePipeline/CodeBuild, Jenkins, GitHub Actions)
IaC tools (e.g. Terraform, CloudFormation, Serverless Framework)
Containers and orchestration tools (e.g. Docker, ECS, Kubernetes)
Gen A/I and Machine Learning
Migrations from VMware and/or Azure
Knowledge, Skills, and Characteristics
Two or more years of experience in a Professional and Managed Services sales type role
Excellent communicator both verbally and written (both local and English)
Experienced, mature, influential, assertive, and diplomatic
Able to network with industry peers and customers
A flexible approach to work and prepared 'go the extra mile' to exceed customer expectations
Applies knowledge and skills through handling complex problems beyond own area of expertise
Ability and willingness to travel
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