Description :
- This role will target customers who are Large Corporates, SMBs, ISVs, StartUP, Greenfield, etc and will :
- Hunt for customers on AWS Services and Licensing
- Assess customer needs and problems on Cloud Journey.
- Advise customers on cloud and AWS licensing optimization
- Help customers with optimization and further suggest new AWS technology.
- Able to build the GTM will Customers (ISVs and Start-Ups) for their offerings
- The candidates should gather 360 Customer insight into understanding their business, IT adoption, and growth plans, and by building a trusted relationship with Business Decision Makers, incl. the CEO, CFO, CIO, and other senior members of the customer Org.
- The candidate should have a good understanding of the AWS Business and is supported by Cloud Presales and SAM specialists.
- The Candidate drives growth by Selling AWS Licenses, Services Solutions, Assess, Mobilizing and Modernization, etc.
Role Attributes :
- Preferable resources from AWS Reseller Community only.
- Focus on long-term sustainable Growth.
- In-depth knowledge of customers IT Landscape and business environments.
- Resources should have indebted information about the organization hierarchy.
- Ability to build long-term relationships and have solid and meaningful business impact conversations.
- Broad knowledge of the AWS Platform, and the ability to map the same to create a business impact on the customer.
- Practical experience in designing the AWS Pricing Calculator.
- Collaborates with customers and the extended teams (SAM, Licensing & Deployment) to generate a comprehensive Plan (including business, organization, infrastructure, and competition) and a growth plan for accounts
- Collaborates with various teams of AWS and extended teams to generate a co-selling joint GTM Plan.
- Drive various programs of AWS with the Sales team and AWS team.
- Provides analysis of overall customer IT plan and creates a plan to grow wallet share from high-priority accounts
- Execute marketing campaigns for high-priority territories
Qualifications :
- Candidates with relevant AWS experience managing direct customers (ISVs, Start-Ups, SMBs, and Large Enterprises) and an appetite to understand and learn SAM & AWS Licensing for the Enterprise business will be considered.
- Cloud Practitioner Certificate is a must. Cloud Associate certification is welcome.
- Experience and understanding of Various AWS Programs. Service Provider experience will be preferred
Experience & Requirements :
- Good connections with end customers are essential
- Knowledge of AWS programs OLA, MAP, WAR, LYFT, CEI
- Brief knowledge about Backup, Virtualization technologies, and Cloud Environment
- Minimum 8+ years of experience in IT Software Sales. Experience in the sell-through model will be preferred. AWS reselling experience would be 4 years.
- Sales & Negotiation experience is required.
- Experience in Consultative Selling is recommended.
- Extensive experience in working within teams is required.
- Experience in the Sales process (CRM) is recommended.
- Prefer certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), and consultative selling.
- Candidates with additional training or education in Business, Sales or Marketing is preferable.
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