描述
Position Summary:
Cloud BDM will be responsible for driving growth in Ingram Micro’s cloud business through channel partners & vendors. This role involves identifying new cloud opportunities, building strategic relationships, executing go-to-market plans, and ensuring revenue & margin targets are met. The BDM must combine technical understanding of cloud services with sales acumen in a partner / distribution environment.
Key Responsibilities:
Drive AWS Cloud Adoption: Identify, recruit, and onboard new partners to expand AWS cloud business through the distributor channel.
Sales Enablement & Training: Equip partners with AWS product knowledge, sales strategies, and technical capabilities through enablement programs, workshops, and certifications.
Go-to-Market Strategy Execution: Collaborate with AWS and partners to design and implement joint GTM plans, demand generation campaigns, and incentive programs.
Revenue Quota Attainment by hunting new partners & developing existing ones.
Pipeline Development & Management: Build and manage a robust sales pipeline across assigned territories or partner segments, ensuring consistent growth and revenue targets.
Stakeholder Management: Maintain strong relationships with AWS account teams, internal stakeholders, and partner executives to drive alignment and business outcomes.
Market Intelligence & Reporting: Monitor cloud market trends, competitor activities, and partner performance; provide regular reports, forecasts, and strategic insights to management. Collaborate with marketing to design demand generation campaigns, events, webinars, content.
Leverage vendor funding and incentives (e.g. MAP, OLA) to drive adoption.
Negotiate commercial terms, pricing, SLAs and close deals.
Understand and promote ancillary cloud services: migrations, modernization, security, cost optimization, managed services.
Work with internal teams to build scalable repeatable service models.
Ensure quality of cloud delivery through alignment with operations / service teams.
Required Qualifications:
Bachelor’s degree in engineering, Computer Science, Business, or related field.
MBA / Postgraduate degree is a plus.
Work Experience
5 to 8 years in cloud sales / IT services / solution sales / business development.
Experience in channel / partner sales / distribution environment.
Track record of meeting or exceeding sales / revenue / margin targets.
Experience with cloud vendor (AWS) and their partner programs.
Familiarity with cloud services (migration, modernization, security, managed services).
Exposure to large / enterprise deals and deal structuring.
Skills & Attributes
Excellent communication, negotiation, and influencing skills.
Strong analytical mindset and data-driven decision making.
Ability to build relationships at multiple levels (vendors, partners, customers).
Strategic and commercial acumen, with ability to see both big picture and execution detail.
Self-motivated, result-oriented and entrepreneurial mindset.
Ability to work in fast-paced, ambiguous environment.
Flexibility to travel as needed.
Certifications (Desirable)
AWS Professional certifications.
Partner / Cloud vendor program certifications.
