Cloud Services BDM

Ingram Micro, Inc.; Madrid; On-site; EUR 75,000 - 110,000; Full time

Job summary

Ingram Micro, Inc. in Madrid seeks an experienced AWS Services Business Development Manager to drive Cloud Professional Services and Managed Services sales across vendor, partner, and end-customer channels.

The role requires strong sales, relationship management, and knowledge of Cloud services, with a proven track record in services sales and building new relationships.

Qualifications

• Cloud Computing related sales or business development experience.
• AWS Associate Certification desired.
• Two or more years of experience in a Professional and Managed Services sales type role.

Responsibilities

• Identify market opportunities, routes to market, industry trends, and vendor, partner, and end-customer needs to guide sales approach.
• Collaborate with local Ingram Micro leadership to set revenue targets and growth objectives.
• Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently.
• Define and agree alignment with local Ingram Micro Cloud BDMs for demarcation/hand-off of Services opportunities.
• Forge strong relationships with Cloud Sellers, Professional Services, and Partner Development teams.
• Promote pre-sales, service offerings, and consulting capabilities with partner accounts.
• Lead market expansion initiatives and GTM strategies for cloud services adoption.

Skills

Excellent communicator

Networking

Travel readiness

Strategic thinking

Education

AWS Associate Certification

Tools

Terraform

CloudFormation

Docker

Kubernetes

Jenkins

Job description

We have an excellent opportunity for an experienced AWS Services Business Development Manager (BDM) to join our Cloud Services team and play a key role in driving Cloud Professional Services and Managed Services sales across our key routes to market, including the vendor, our partner-base and their end-customers. The successful candidate will demonstrate exemplary core sales and relationship management skills and will also have sound knowledge of Cloud services and how these can be harnessed to transform an organization. The candidate must also have a proven, and successful track record on sales and acquiring new relationships. A typical Cloud Services BDM will have had two or more years in a similar services sales type role.

Key Duties and Responsibilities

Working in close collaboration with the local (in-country) Cloud pre-sales and technical teams, along with the wider Regional Service Centre, the core responsibilities of the role include, but not limited to, the following:

Strategic Sales Planning

• Identify market opportunities, routes to market, industry trends, and vendor, partner, and end-customer needs to guide sales approach
• Collaborate with local Ingram Micro leadership to set clear revenue targets and growth objectives
• Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently
• Define and agree alignment and working approach with local Ingram Micro Cloud (resell) BDM’s and PDM’s for the demarcation / hand-off of Services-specific opportunities

Internal, Channel Partner, and Vendor Relationships

• Forge strong relationship with key Cloud individuals including Sellers, Professional Services, and Partner Development teams
• Forge strong and trusted relationship with partner account base, including actively promoting pre-sales, service offerings, and consulting capabilities
• Be a visible representative of Ingram Micro at partner engagements and key vendor events, supporting the identification and development of future service offerings
• Evaluate potential collaboration opportunities to enhance product offerings and market reach

Market Expansion

• Drive market expansion efforts by identifying target segments and developing tailored go-to-market strategies
• Lead initiatives to penetrate new routes to market and partner / end-customer segments for cloud services adoption
• Analyze market competition and positioning to differentiate company offerings effectively
• Support the development of the Cloud services propositions, solutions and GTM

Sales Delivery and Achievement

• Provide ownership of complex sales engagements, including RFPs, proposals, and customer presentations
• Pro-actively hunt for and generate new business opportunities
• Meet or exceed revenue and goal targets in a defined territory – which will include those set by both Ingram Micro and Cloud
• Maintain a robust sales pipeline, including regular updates and reporting
• Be familiar, and correctly position, key vendor programs including OLA, MAP and WAFR
• Collate, summarise, and accurately report key management account information on a monthly basis
• Identify other Ingram Micro service and sales opportunities

Personal Skills Development

• Build and maintain a strong relationship with key peers, including the local and regional Cloud teams, Cloud Sellers and Partner Development teams, partners and their end-customers
• Build a solid understanding of the Ingram Micro Cloud services portfolio, capabilities and motions
• Build and maintain a good awareness of the internal SMEs areas of specialism
• Keep up-to-date with current and future technologies, products and strategies
• Build and enhance relationships with peers

Qualifications and Experience

An Cloud Services BDM should also have the following qualifications and experience:

Desirable Qualifications

• Cloud Computing related sales or business development experience
• AWS Associate Certification

Expected Experience (Services and Sales Understanding / Positioning)

• AWS Optimisation Licensing and Assessment (OLA)
• AWS Migration Acceleration Program (MAP)
• AWS Well-Architected Framework Review (WAFR)
• Compute services (e.g. EC2, containers, serverless)
• Monitoring/Observability tools (e.g. CloudWatch, Prometheus, DataDog)
• CI/CD tools (e.g. CodePipeline/CodeBuild, Jenkins, GitHub Actions)
• IaC tools (e.g. Terraform, CloudFormation, Serverless Framework)
• Containers and orchestration tools (e.g. Docker, ECS, Kubernetes)
• Gen A/I and Machine Learning
• Migrations from VMware and/or Azure

Knowledge, Skills, and Characteristics

• Two or more years of experience in a Professional and Managed Services sales type role
• Excellent communicator both verbally and written (both local and English)
• Experienced, mature, influential, and diplomatic
• Able to network with industry peers and customers
• A flexible approach to work and prepared 'go the extra mile' to exceed customer expectations
• Applies knowledge and skills through handling complex problems beyond own area of expertise
• Ability and willingness to travel

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