Solution Sales Lead - AWS

Job Function: Software & Cloud Services The role:

The Software Solution Specialist (Sol Spec) – AWS is responsible for driving and co-owning AWS solution sales, business development, and marketing activities within his/her assigned region. The role functions as a partnership with the primary account manager and as a result is not limited to traditional “overlay role” restrictions, the Sol Spec is expected to take a consistently proactive approach to developing the technical solutions business in the region. The Sol Spec is the technical lead in the region for pre-sales (both transactional and professional services) customer engagements and sales enablement for the respective region. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services. The Sol Spec will scope professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The Sol Spec will be required to maintain an advanced level of technical knowledge across a deep set of foundational technologies as well as at least one specific technology set to serve as the subject matter expert for that specific subject on a national and/or global scale.

What we need to see from you:

AWS is one of the technology practices focused on the delivery of software centric datacenter solutions with an emphasis on Hybrid Cloud and Next Generation datacenter technologies (future in the context of next-gen). The role will require cross solution level technical understanding and expertise across multiple platforms (primarily Windows & Linux), hybrid cloud (with a focus on management, operations, and automation), database (SQL, ORCL, SAP, RDS, Aurora), public cloud (IaaS, PaaS), Application Devolvement, cloud native applications and Development Operations (DevOps). While the primary focus will be on Amazon Web Services technologies, there will be a reliance in the expertise in foundational partners such as, but not limited to, VMware, Red Hat, Docker, Kubernetes, Jenkins and others will serve as foundational technologies within the stack. The practice will also include “emerging technology” solutions from newer publishers and vendors that are finding traction in the broader marketplace and/or serve a specific niche solution.

Sales & Services:

• Partners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager [BDM]).
• Performance and success measured by GP performance of region and individual accounts. Performance based quarterly incentives will be structured in commission format.
• Analyze & gather business requirement from large & complexity client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements.
• Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned.
• Prepares cost estimates for licensing and product sales as well as professional services (deployment, migration, implementation, workshops, etc.) by studying blueprints, plans, and related customer documents; consulting with other engineers, architects, practice leads and other professional and technical personnel (both internal and external).
• Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM).
• Contributes to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.

General Business Development, Marketing, & Partnerships

• Assist and own partnership/alliance functions to assigned partner relationships. This may include being primary contact for Partner/Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives.
• Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilized where appropriate.
• Act as a technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
• Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.
• University degree preferred (in the field of Information Technology and/or or equivalent combination of experience and education; Master’s degree preferred).
• 10+ years or equivalent experience sales engineering and services in Public cloud.
• Ability to sell, scope, price with limited support.
• Significant hands on experience in on premise cloud and public cloud solutions architecture.
• Significant technical experience in AWS IAAS Solutions.
• Documented successful sales of enterprise-wide advanced technology public cloud solutions.
• Advanced-level Partner Sales and Technical Certifications required. AWS certified professional and Associate is desired.
• Ability to independently conduct meetings with engineering-level, management-level or executive level customer personnel in regard to positioning sales and solutions.

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