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Job Description: 

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 approachCollaborate with local Ingram Micro leadership to set clear revenue targets and growth objectivesDevelop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrentlyDefine 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 teamsForge strong and trusted relationship with partner account base, including actively promoting pre-sales, service offerings, and consulting capabilitiesBe a visible representative of Ingram Micro at partner engagements and key vendor events, supporting the identification and development of future service offeringsEvaluate 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 strategiesLead initiatives to penetrate new routes to market and partner / end-customer segments for cloud services adoptionAnalyze market competition and positioning to differentiate company offerings effectivelySupport 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 presentationsPro-actively hunt for and generate new business opportunitiesMeet or exceed revenue and goal targets in a defined territory – which will include those set by both Ingram Micro and AWSMaintain a robust sales pipeline, including regular updates and reportingBe familiar, and correctly position, key vendor programs including OLA, MAP and WAFRCollate, summarise, and accurately report key management account information on a monthly basisIdentify 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-customersBuild a solid understanding of the Ingram Micro AWS services portfolio, capabilities and motionsBuild and maintain a good awareness of the internal SMEs areas of specialismKeep up-to-date with current and future technologies, products and strategiesBuild 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 experienceAWS Cloud Practitioner CertificationAWS 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)Migrations from VMware and/or AzureCI/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

Knowledge, Skills, and Characteristics

Two or more years of experience in a Professional and Managed Services sales type roleExcellent communicator both verbally and written (both local and English)Experienced, mature, influential, assertive, and diplomaticAble to network with industry peers and customersA flexible approach to work and prepared 'go the extra mile' to exceed customer expectationsApplies knowledge and skills through handling complex problems beyond own area of expertiseAbility and willingness to travel