AWS Channel Sales Senior Manager

Business Development and Account Management

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Position Summary

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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As used in this posting, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see https://www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.

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Requisition code: 358375

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Deloitte

AWS Channel Sales Senior Manager

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