Jobs at VMware in Italy

Role Summary

We have an excellent opportunity for an experienced AWS Services Business Development Manager (BDM) to join our AWS Services team and play a key role in driving AWS 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 AWS 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) AWS 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 AWS 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 AWS 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 AWS
• 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, AWS Sellers and Partner Development teams, partners and their end-customers
• Build a solid understanding of the Ingram Micro AWS 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 AWS Services BDM should also have the following qualifications and experience:

Desirable Qualifications

• Cloud Computing related sales or business development experience
• AWS Cloud Practitioner Certification
• 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, assertive, 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
• English language proficiency is essential