Location: Greater Washington DC Area (or remote)
Deloitte is seeking a dynamic and experienced GPS AWS Channel Sales Manager to join our team. This role is pivotal in driving the growth and expansion of our AWS services within the Government & Public Services (GPS) industry with a focus on driving the market for Deloitte’s repeatable solutions. The ideal candidate will have a strong background in sales, channel management, and a deep understanding of AWS technologies and solutions. This position requires an action-oriented driver with excellent relationship-building skills and a proven track record of generating pipeline in a technology-enabled ecosystem.
Work You'll Do:
Sales Strategy and Execution:
- Develop and execute a comprehensive sales strategy to drive AWS services growth across public sector accounts
- Identify and pursue new business opportunities, leveraging AWS partner programs and joint investments to accelerate wins and expand deals
- Collaborate with Deloitte’s GPS sales and alliance leadership to align AWS sales strategies with overall business objectives and growth goals
- Conceive, design, lead and engage in market-facing events and industry conferences to identify new leads and opportunities
Channel Management:
- Build and maintain strong relationships with AWS account managers and sales teams to drive joint sales efforts
- Manage and optimize lead flow across the channel, ensuring alignment with the alliance’s shared sales goals
- Develop and execute joint go-to-market plans with AWS in key accounts and on strategic opportunities
Collaboration and Leadership:
- Work closely with Deloitte’s technical teams, including solution architects and delivery teams, to promote successful adoption of AWS solutions on existing programs and net new business
- Stay informed about industry trends, competitive landscape, and emerging AWS technologies to maintain a competitive edge
- Serve as internal AWS alliance ambassador to drive awareness and engagement with Deloitte client delivery and account teams
- Lead the AWS alliance opportunity management process, including creating and updating joint CRM system entries, reporting, and maintenance.
- Maintain the AWS pipeline for the assigned sector and coordinate joint campaigns and sales initiatives.
Sales Reporting and Analysis:
- Manage and track success with market channels to develop best practices for driving sales growth
- Track and report on sales performance, providing regular updates to senior management within the sales organization and the AWS alliance leadership
- Analyze pipeline to identify trends, opportunities, and areas for improvement
- Develop and maintain a robust solution sales pipeline, ensuring accurate forecasting and planning
A successful candidate would possess these skills:
- Working knowledge of the cloud technology landscape and marketplace.
- Competent at engaging and developing business with alliance / ecosystems partners
- Ability to communicate with and influence senior stakeholders
Qualifications:
- Bachelor’s Degree
- 10+ years’ relevant experience with a focus on cloud services and solutions
- Proven track record of achieving sales targets and driving revenue growth preferred
- Strong understanding of AWS technologies and solutions, with relevant certifications preferred
- AWS certification [ex. AWS Certified Cloud Practitioner (CCP)] desired
- Experience in the Federal and State & Local Government sector is required
- Excellent communication, negotiation, and presentation skills
- Ability to build and maintain strong relationships with clients, partners, and internal teams
- Strategic thinker with strong analytical and problem-solving skills
- Experience with AWS partner incentive programs preferred
- Experience managing a portfolio of opportunities in the AWS Partner Network (APN) Customer Engagement (ACE) portal is a plus
- Experience with Salesforce and other CRM platforms
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
- Ability to travel 25%, on average, based on the work you do and the clients and industries/sectors you serve
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $175,300.00 to $322,900.00. You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
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