Public Cloud PreSales Specialist - Marketplace

Softchoice; Toronto; On-site; CAD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Public Cloud PreSales Specialist to lead AWS Marketplace enablement activities. This role is pivotal in driving demand and ensuring sales representatives are equipped to excel in AWS Marketplace initiatives. You will be responsible for managing the AWS Marketplace pipeline, executing sales strategies, and providing comprehensive support throughout the sales cycle. If you are passionate about cloud technology and thrive in a dynamic sales environment, this opportunity offers a chance to make a significant impact while collaborating with talented professionals. Join a forward-thinking team and help shape the future of cloud solutions.

Qualifications

• 3-5 years of B2B sales experience in the technology industry.
• Strong problem solving and organization skills for complex sales cycles.

Responsibilities

• Manage and maintain a clean AWS Marketplace pipeline for opportunity submissions.
• Provide ongoing sales enablement to support AWS Marketplace strategies.

Skills

B2B Sales Experience

Solution Sales

Problem Solving

Customer Service

Effective Communication

Cloud Computing Knowledge

Salesforce.com Experience

Education

AWS Cloud Practitioner Certification

Tools

Salesforce.com

Job description

Public Cloud PreSales Specialist - Marketplace

Date: Mar 13, 2025

Location: Toronto, ON, CA; Chicago, IL, US; TX, US

Company: Softchoice

The impact you will have:

Embark on a transformative journey into the Public Cloud! The AWS Marketplace Pre-Sales Specialist role is ultimately responsible for sourcing demand within our sales organization. You will do this by leading enablement activities with sales, account planning and supporting sales as they position our lead sales motions for AWS Marketplace. Success is measured by the continuous improvement in sales rep participation in our AWS Marketplace business producing balanced performance to plan across our AWS Marketplace portfolio.

There are 3 key measures within the AWS Marketplace Pre-Sales Specialist management process:

1. Total Contract Value (AWS Marketplace Rev)
2. Product and Services field margin (Total FM)
3. New AWS Marketplace logos, number of Marketplace private offers and rep participation

[Supporting metrics] pipeline sufficiency + cases + customer meetings.

What you’ll do:

1. Responsibility for the AWS Marketplace Pipeline: Maintenance of a clean, accurate and sufficient pipeline. Accountable for opportunity submissions, management & forecasting.
2. Execution of our sales enablement tactics in focus districts: Provide ongoing enablement to focus districts to support sales with AWS Marketplace GTM (Go to Market) strategies & opportunity generation.
3. Sales & Opportunity support for product & programs: Provide support through the entire opportunity sales cycle from qualify to close. Additionally acting as the SME for AWS Marketplace programs for customers & sales.

Shared Responsibility

Providing cross-functional support to multiple areas of the business:

1. Support Regional Business Development Managers with enablement: Collaborate with BDM on “selling” Softchoice as go-to-partner to AWS for AWS Marketplace and support with alignment with sales & AWS.
2. Responsible for delivering an excellent process-oriented transaction process: Working alongside our operations team & ISV partners to ensure a smooth customer transaction experience.
3. Coordinate with our sales teams to educate them on AWS Marketplace programs and funding: Ensure that on all AWS Marketplace opportunities, we are maximizing the use of the AWS funding & incentive programs.

What you’ll bring to the table:

1. Minimum of 3-5 years of B2B sales experience, ideally from within the technology industry.
2. Demonstrable experience in solution sales with consistent year over year performance to plan.
3. Commitment to process and goal oriented.
4. Strong problem solving & organization skills for complex sales cycles.
5. Delivery of exceptional customer service and experience.
6. Customer focused mindset with strong executive presence, and effective communication skills (all levels).
7. Technical proficiency with demonstrable understanding of Cloud computing and Software Asset Management.
8. AWS Cloud Practitioner Certification (requirement in role).
9. Must have experience working in salesforce.com from opportunity management, forecasting and reporting.