Description
Key Responsibilities
Sales Leadership & Team Management
- Lead, coach, and mentor a team of AWS Inside Sales Representatives.
- Set performance goals, KPIs, and sales targets for the ISR team.
- Conduct regular performance reviews, pipeline reviews, and coaching sessions.
- Drive a high-performance sales culture focused on accountability and customer success.
Revenue & Pipeline Management
- Own AWS sales revenue and growth targets for assigned territory or region.
- Monitor and manage sales pipeline, forecast accuracy, and conversion metrics.
- Develop strategies to increase AWS consumption, partner acquisition, and customer adoption.
- Drive demand generation and lead qualification initiatives.
Partner & Customer Engagement
- Build strong relationships with AWS channel partners, resellers, and customers.
- Support partners in identifying cloud migration and modernization opportunities.
- Collaborate with AWS field teams to execute joint business plans.
- Act as an escalation point for strategic opportunities and customer issues.
Cross-Functional Collaboration
- Work closely with Marketing, Pre-Sales, Technical Consultants, Vendor Management, and Operations teams.
- Support AWS programs, incentives, promotions, and partner enablement initiatives.
- Participate in QBRs, business reviews, and strategic planning sessions with AWS stakeholders.
Reporting & Analytics
- Track and report team performance metrics and business outcomes.
- Analyze sales trends, market opportunities, and competitive intelligence.
- Ensure CRM hygiene, forecast accuracy, and timely reporting.
Required Qualifications
- Bachelor's degree in Business, Marketing, IT, or related field.
- 7-10+ years of experience in IT sales, cloud sales, or channel sales.
- 2-5+ years of people management experience leading inside sales teams.
- Strong understanding of AWS Cloud Services and cloud business models.
- Experience working with channel partners, distributors, or cloud ecosystem organizations.
- Proven track record of achieving and exceeding revenue targets.
Preferred Qualifications
- AWS Cloud Practitioner, AWS Solutions Architect Associate, or other AWS certifications.
- Experience in cloud distribution, managed services, or SaaS sales.
- Knowledge of CRM platforms such as Salesforce.
- Strong stakeholder management and executive presentation skills.
Key Skills
- AWS Cloud & Marketplace Knowledge
- Team Leadership & Coaching
- Channel Sales Management
- Pipeline & Forecast Management
- Partner Development
- Sales Strategy & Execution
- Negotiation & Relationship Management
- Data Analysis & Reporting
- Salesforce CRM
- Communication & Presentation Skills
Key Performance Indicators (KPIs)
- AWS Revenue Achievement
- Gross Profit Growth
- Pipeline Generation & Conversion
- Partner Activation & Productivity
- Team Quota Attainment
- Forecast Accuracy
- Customer Acquisition & Retention
- AWS Program Adoption
