Manager, Business Development - AWS - Digital Velocityat CDW Careers

We are seeking a highly skilled and experienced Business Development Manager - AWS to join our team. In this role you will be responsible for driving sales and revenue growth by selling cloud consumption, managed services, cloud marketplace offerings, and professional services related to Amazon Web Services (AWS). You will collaborate with customers, understand their business needs, and develop strategic solutions leveraging the AWS platform. The ideal candidate has a deep understanding of AWS technologies, a strong sales and sales leadership background, and a proven track record of meeting and exceeding sales targets.

Key areas of responsibility

Sales

• Analyzes the market  including customer expectations, competitive environment and cloud patterns and practices to define and model sales strategies that standardize execution to drive scale through the rest of their team.
• Collaborates with Partners, ISAs, and AEs to drive mapped opportunities; fine tunes strategies and approaches to achieve greater sales results.   Operates in a regular cadence with multiple partners to educate, plan, and execute on joint strategies in collaboration with multiple stakeholders (ISA, AE, SM, and Field Sales); understands partner alignment in geography and leads customer opportunity mapping exercises; coordinates on-site partner visits.
• Develops a detailed and ambitious Sales Plan in collaboration with Partners, AEs, and ISAs and uses it to manage their business.
• Leads business-focused technology solution presentations at CDW, Customer, and Partner events and meetings in their territory.
• Follows up on implemented solutions and identifies new opportunities that complement the work that was completed.
• Researches and reviews customer profile information; applies knowledge of the vertical to develop customer intimacy prior to sales calls and/or sales strategy sessions.
• Ensures customers in understand the overall solution investment; analyzes the most cost-effective approach for the customer.
• Uses various tools to calculate the Total Cost of Ownership and/or Return on Investment and explains to customers and Sales the business value of a solution and its benefits.
• Articulates audience-centric version of the value proposition to customers, account managers, and partners and uses it to generate additional revenue opportunities for CDW.  
• Guides (compares and contrasts) customers in their vendor selection for their specific solution and supported partners; influences, guides, and partners with customers to develop their IT strategy.
• Plans and executes events in territory by replicating plans from other successful events; secures funding to support CDW customer events; drives attendance to sponsored events.
• Uses technology assessments and demos as a sales tool for furthering sales opportunities; identifies cross-sell and/or up-sell opportunities for an engagement; equips/assists FSAs and Sales to pursue it.  
• Understands profit margin and how to increase profitability; works cooperatively with field sales to ensure healthy profitability.  Leverages and maximizes partner pricing, partner registration programs, incentive programs, and special pricing, to win business and ensure healthy profitability; provides input on pricing to Account Managers, Field Sales, ISAs, and Partners to increase margin and deal size and position CDW for future opportunities; negotiates pricing with Partners.
• Produces marketing-type documents and materials (e.g. presentation) for customers in territory.

Sales Support

• Expert on partner programs, such as deal registration (if applicable) or other funding/incentive programs, and customer engagement history.
• Prioritizes time spent on opportunities based on potential return on investment.
• Produces Bills of Materials, including product maintenance; writes Statements of Work, (including work estimates), RFPs, RFIs, and proposal content.
• Independently maintains pre-sales pipeline data, develops creative and/or effective plans, and takes actions to move opportunities to closure.
• Partners with sales to meet their needs in the solution areas they support.

Education and/or Experience qualifications

• Bachelor’s Degree or equivalent experience
• 10 year minimum technical sales experience

Required qualifications

• Proven track record of exceeding sales targets in a technology-related sales role, preferably in software or professional services.
• Strong knowledge of Amazon Web Services (AWS) offerings, including cloud consumption models, managed services, cloud marketplace, and professional services.
• Sales Leadership experience.
• Excellent communication and presentation skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
• Demonstrated ability to build and maintain strong customer relationships, influencing and negotiating with senior executives.
• Experience in consultative sales, solution selling, and value-based selling methodologies.
• AWS certification(s) such as AWS Certified Solutions Architect, AWS Certified Cloud Practitioner, or AWS Certified Sales Specialist is a plus.
• Strong analytical and problem-solving skills, with the ability to develop innovative solutions for customer challenges.
• Ability to work independently, prioritize tasks, and manage time effectively in a fast-paced, results-oriented environment.
• Experience with Salesforce CRM.