AWS Sales Specialist, Global System Integrators

Job Summary

As an AWS Sales Specialist, focusing on Global Systems Integrators, Large Systems Integrators, and Managed Service Providers, your objective will be to deliver revenue growth in our AWS cloud business by seamlessly integrating Amazon FSxN into the GSI, SI, and MSP industries, amplifying and supporting both the sell-to and sell-through motion with systems integrators. You charter is to find, land, and expand, new relationships across internal lines of business, from Information technology, to AI, application and analytics teams, through GTM motions where GSI, SI, MSP successful and innovative outcomes becomes showcases for customer migration, modernization, optimization, and AI initiatives that preserve, protect, and grow system integrator brands

Location: Ideal candidate based in New York City, Washington DC or Remote - East Coast 

Job Responsibilities

• Develop deep historical through current insights into the Global Systems Integrators cloud and AI initiatives, effectively using AI to analyze, shape, and execute strategic go to market motions for both a sell-to and sell-through model.
• Proactively collaborate and consistently engage with AWS and NetApp account teams to enhance our product outreach and drive adoption among new and existing customers.
• Educate and enable a broad network of AWS stakeholders, from Alliance-partner sales and business development managers, partner Solution Architects, AWS Account Managers, Account Solution Architects, Service team engineers, AWS professional services team members, and other industry specialists incorporating Amazon FSxN into diverse technological architectures and frameworks.
• Strong meeting preparation, building and delivering meaningful, personalized, compelling content to influence customers to dive deeper and choose FSxN as the safest, most secure, cost-performant, AI data infrastructure platform on AWS.  You must earn customer trust by following up, with diverse stakeholders, from storage administrators to VMware administrations, database administrators, data warehouse administrators, application owners, network and security information technology personnel, through operations, finance, risk, and procurement. Your ability to actively listen, engage in meaningful business conversations, working backwards from customer initiatives to understand strategic long- and short-term goals, along with NetApp technical team members, are priority skills.
• Drive continuous learning and improvement within your team, embracing feedback as a gift while innovating new strategies, using AI for accelerated success.
• Build and expand existing executive relationships across Global Systems Integrators to position Amazon FSx for NetApp ONTAP as a preferred standard, enabling consistent sell-to and sell-through integration into architectures and joint go-to-market motions with AWS.
• Drive contract capture by aligning FSxN to GSI GTM mechanisms, shaping opportunities and ensuring inclusion in RFPs, RFI’s, POC’s, EBC’s, Immersion Days, to reinforce the power of three, the GSI or SI brand, the AWS, and NetApp unmistakable brands.  

Requirements & Education

• You possess at least 12+ years of cloud sales experience, preferably within the Global Systems Integrators, Systems Integrator, MSP industries, focusing on IT infrastructure, data management, and cloud services in both a sell-to and sell-through motion.
• You are a builder.  You demonstrate ownership, bias for action, are a curious learner, dive deep, set high standards, earn trust, invent and simplify, while delivering positive customer outcomes. You must demonstrate a proven track record of growing accounts, from $0 revenue, to established customer growth through new use cases, at all times finding new business opportunities, and enabling NetApp hybrid sales teams, AWS account teams, technical stakeholders, Customer Success Managers, Technical Account Managers, through proactive teamwork.  
• Demonstrate your expertise and capabilities to effectively manage through complexity, ambiguity, with a successful background in selling to and through Global Systems Integrators, System Integrators, MSP’s.
• Experience with AWS, particularly within its ecosystem, from the APN network, to marketplace, AWS mechanisms, are highly desirable. An AWS Cloud Practitioner Certification, and AWS Certified AI Practitioner (AIF-C01), are pluses.