1. New Business Development & Sales
Net-New Acquisition: Drive acquisition of enterprise and mid-market accounts by prospecting and closing deals for our full suite of technology services and products.
AWS Co-Selling: Actively collaborate with AWS Account Managers to identify joint prospects and leverage the AWS ACE (APN Customer Engagements) platform to accelerate the sales cycle.
Sales Lifecycle Management: Own the end-to-end B2B enterprise sales process, from lead generation to final negotiation, including complex deal structures like AWS Marketplace Private Offers.
Territory Strategy: Execute account penetration plans that combine traditional field sales tactics with cloud-native incentives (e.g., AWS MAP or funding programs).
2. Customer Engagement & Relationship Management
Executive Stakeholder Mapping: Engage with CXO, VP, and Director-level stakeholders to understand business pain points and position tailored Digital Transformation solutions.
Consultative Value-Selling: Act as a trusted advisor, translating technical capabilities into business outcomes, including Cloud Economics (TCO/ROI) and operational efficiency.
Internal Orchestration: Coordinate with pre-sales, delivery, and marketing teams to ensure that proposed solutions—whether bespoke services or AWS-aligned architectures—meet client expectations.
3. Technology & Solution Portfolio
Diversified Selling: Sell a comprehensive portfolio including Cloud, Data, and AI services, alongside specific SaaS and platform offerings.
Technical Fluency: Maintain a strong understanding of modern IT ecosystems, including Infrastructure as Code, DevOps, and AWS core services (Compute, Storage, and Generative AI/Bedrock).
Market Positioning: Stay current on competitor offerings (Azure/GCP) to effectively position our unique value proposition in a multi-cloud or hybrid environment.
4. Regional Execution & Forecasting
Market Presence: Leverage an existing regional business network to establish a dominant market presence within the assigned geography.
Sales Hygiene: Maintain accurate forecasts in the CRM, ensuring all partner-linked opportunities are correctly mirrored in the AWS APN Portal.
Reporting: Provide regular updates to leadership on pipeline health, focusing on both direct-sell and partner-influenced revenue streams.
Required Qualifications & Experience
Experience: 8+ years in B2B Enterprise Field Sales for Technology Services, with a proven track record of acquiring new logos.
Cloud Ecosystem Knowledge: Strong hands-on experience navigating the AWS Partner Network (APN), including its programs, competencies, and incentives.
Sales Excellence: Demonstrated ability to manage long, complex sales cycles ($100k+ ACV) involving multiple stakeholders and procurement teams.
Strategic Domain Expertise: Solid understanding of Cloud, Data, and Digital Transformation domains; AWS Cloud Practitioner or similar certification is a plus.
Regional Network: An established "rolodex" of regional enterprise clients and/or AWS sales contacts.
Communication: Exceptional presentation skills, with the ability to articulate technical value to both business and engineering leaders.