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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 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 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