AWS Sales Leader

SourceFuse Inc.; City of Melbourne; On-site; AUD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive compensation

PTO and holidays

Certification program

Referral programs

Job summary

SourceFuse Inc. seeks an experienced leader to own the AWS channel for Australia and New Zealand.

You will drive co-sell with AWS field teams, manage pipeline, and forecast AWS-sourced and AWS-influenced revenue, with personal quota in early phases and broader channel targets as the motion matures. You will build and maintain relationships with AWS PDMs, account teams, and vertical sellers; position SourceFuse's AWS capabilities, leverage MAP and marketplace incentives, and lead the channel team

Qualifications

• 10+ years of enterprise sales experience in technology services or consulting.
• 5+ years within the AWS partner ecosystem.
• Track record of closing seven-figure services engagements and exceeding quota.
• Ability to articulate GenAI, agentic AI, and cloud modernization as business outcomes for C-level buyers.
• Experience working with technical teams through complex, multi-stakeholder solution sales.
• Strong networking across AWS field to build pipeline.
• Excellent communication, negotiation, and presentation skills.

Responsibilities

• Own the AWS channel for Australia, including co-sell motion and pipeline ownership.
• Manage AWS-sourced and influenced revenue targets and forecasts.
• Build and maintain relationships with AWS PDMs, account teams, and vertical sellers.
• Operate AWS co-sell as a system with defined cadence and mutual pipeline reviews.
• Position SourceFuse in AWS field, drive competency and program alignment.
• Leverage MAP, POC funding, Marketplace private offers, and incentives to de-risk deals.
• Close co-sell opportunities from intro to signature, typically $500K+.
• Define hiring plan and lead the channel team.
• Provide GTM feedback to improve positioning, offers, and vertical strategy.
• Forecast and maintain CRM pipeline with clear stage definitions.

Skills

Enterprise sales

AWS partner ecosystem

Relationship building

Negotiation

Strategic selling

GenAI framing

Multi-stakeholder selling

Presentation skills

Team leadership

Communication skills

Education

Bachelor's degree in Business/Marketing

AWS Cloud Practitioner certification

Job description

SourceFuse is an AWS Premier Tier Services Partner. We help enterprises modernize on AWS and put AI to work in production: GenAI and agentic AI services built on a foundation of cloud modernization, application development, and data engineering. We sell business outcomes, not migration hours. Our clients are enterprises and SMB customers in healthcare, financial services, Telco and Energy & Utilities industries, and our edge is the combination of AWS Premier status along with 600+ employees running Agentic solutions for customers on AWS every day.

The Role

You will own the AWS channel for Australia. That means co-sell motion with AWS field teams, the pipeline it generates, and the AWS-sourced and AWS-influenced number that results. You are not inheriting the whole ANZ sales organization; you are taking over its most important channel and running it as a business, working alongside the broader sales and delivery teams.

What You Will Own

• The AWS-sourced revenue number. Own the target, forecast, and plan for AWS-sourced and AWS-influenced revenue in ANZ. Personal quota in phase one; channel number as you build.
• The AWS co-sell engine. Build and maintain named relationships with AWS PDMs, account teams, and vertical sellers. Run co-sell as a system with a defined cadence, mapped accounts, and mutual pipeline reviews, not as an occasional referral channel.
• The AWS partnership as an asset. Own SourceFuse's standing in the AWS field for ANZ: competency and program positioning, seller mindshare, and the reputation that makes AWS teams bring us into deals first.
• AWS programs and funding. Use MAP, POC funding, Marketplace private offers, and partner incentives fluently to de-risk deals for customers and accelerate close.
• Closing co-sell deals. Take AWS-originated opportunities from introduction to signature: outcome-based, multi-stakeholder services engagements, typically $500K and above, with C-level and economic buyers. Land, deliver, expand.
• Qualification beyond BANT. Uncover the business problem behind the stated requirement and map it to SourceFuse offerings; walk away early from deals that will not convert.
• Forecast and pipeline discipline. Maintain an accurate, inspectable pipeline in the CRM with clear stage definitions and honest commit calls.
• GTM feedback. Bring AWS field signal back into positioning, offers, and vertical strategy; you are the closest sensor we have to where AWS is placing its bets in ANZ.
• Team build-out. Define the hiring plan, recruit AWS-aligned sellers, and set the operating rhythm for the channel team once the motion is proven.

What You Bring

• 10+ years of enterprise sales experience in technology services or consulting, with 5+ years inside the AWS partner ecosystem.
• A working network across the AWS field: PDMs, sellers, and vertical teams who take your calls, and evidence of pipeline built through those relationships.
• A track record of closing seven-figure services engagements and exceeding quota.
• Fluency in the modernization and AI conversation: able to frame GenAI, agentic AI, and cloud modernization as business outcomes for C-level buyers without a solutions architect in the room.
• Skilled at working with technical teams through complex, multi-stakeholder solution sales.
• Builder mentality: comfortable being the first seat, writing the playbook, and then hiring people better than yourself to run it.
• Excellent communication, presentation, and negotiation skills.

Education & Experience

• Bachelor’s degree in Business, Marketing, or equivalent practical experience.
• AWS Cloud Practitioner certification preferred but not required.

Logistics

• Location: Sydney or Melbourne preferred.
• Travel: Approximately 30%, primarily to client sites and AWS field events.
• Supervisory responsibility: None initially. This role carries an explicit mandate to build and lead the AWS-aligned sales team for ANZ within the first 6 to 12 months.

What We Offer

• Competitive compensation with a comprehensive benefits package
• Paid time off (PTO) and paid company holidays.
• A certification program that funds continued education and development.
• Employee and customer referral programs.

SourceFuse provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.