Business Development Representative
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AI Summary
You will be the named Mactores contact for AWS sales teams across the US territories. Your job is to make AWS account managers, ISMs, partner-development managers, and specialist sellers see Mactores as the agent-native firm in their partner mix, the one they route to when their customer needs a modernisation program finished, not staffed.
You will not be running deep technical demos. A forward-deployed engineer does that. You set up the meeting, frame the customer's problem, walk through the Mactores agent-native approach in business terms, anchor the conversation in shipped case studies, and hand off to the FDE when the conversation gets to architecture. Then you close the loop: register the opportunity, keep the AWS rep informed, push the deal forward.
This is not a script-and-cadence BDR seat. AWS reps see hundreds of partner BDRs. The ones who get traction are the ones who can hold a real conversation about the customer's modernisation problem, not the ones running through a sequence.
\n- Build coverage across AWS US sales territories, account managers, ISMs, partner-development managers, specialist sellers (Data, AI/ML, Modernization).
- Reach out, follow up, show up at AWS Summits and regional partner events, and build named relationships.
- Walk AWS reps through what agent-native AWS modernization means in practice and why that is different from what every other partner in their deck says.
- Anchor every conversation in shipped Mactores case studies named customer, named baseline, named outcome, time-to-value, and cost reduction.
- Identify customer fit, frame the business problem, articulate Mactores' business value, and tee up the technical demo.
- Hand off to the forward-deployed engineer for the architecture and technical walkthrough. Your job is to make sure the FDE walks into a qualified room.
- Source Amazon-originated opportunities into the Mactores pipeline; register them in ACE; keep the AWS rep in the loop through cycle close.
- Feed market signal back to Mactores leadership what AWS reps are hearing from customers, where the partner conversation is shifting, and what messaging is landing.
- 3–5 years in a BDR, SDR, or partner-development role, with a demonstrated ability to source qualified pipeline from a cold start.
- Comfort talking to AWS field teams. Prior work at an AWS partner, exposure to AWS Partner Central, ACE, or MAP, and time on the floor at AWS Summits or re: Invent are all preferred, not required, but they make the ramp shorter.
- Comfort with technical concepts of cloud modernization, data platforms, agentic AI without being the engineer in the room. You can read an architecture diagram, you can talk through a case study, you can name where the customer's pain is. You do not need to debug a Lambda.
- Sharp business-value articulation: you can take a messy customer problem statement, restate it in two sentences, and show how Mactores ships against it.
- A self-managed work style. Remote, distributed AWS field, no daily stand-up babysitting your activity.
- Travel roughly 30% across the US AWS offices, customer sites, AWS Summits, re: Invent, and regional partner events.
We are not selling a roadmap. Our agents are running in production today, and our forward-deployed engineers ship with them every day.
The agent-native category window is 6–12 months. After that, "agent-native" becomes commodity vocabulary the way "cloud-native" did. We are on the early side of that window. The BDR who plants the flag in AWS field conversations now will own those relationships when the category is loud.
You will be working with, not against, every AWS rep you talk to. Mactores is MAP-eligible, AWS Agentic AI Specialized, and holds seven AWS Consulting Competencies and seventeen Service Validations. AWS reps make money when we win. The conversation starts on the same side of the table.
You will be joining an existing partnership and sales motion. The system works. Your job is to add territory coverage and an AWS-originated pipeline to it, not to invent the function from scratch.
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