Channel Sales Manager - AWS Cloud - Government & Public Services

AWS Channel Sales Manager – Government & Public Services

Location: Greater Washington DC Area (or remote)

Deloitte is seeking a dynamic and experienced AWS Channel Sales Manager to join our team. This role is pivotal in driving the growth and expansion of our AWS services within the Government & Public Services (GPS) industry. The ideal candidate will have a strong background in sales, channel management, and a deep understanding of AWS technologies and solutions. This position requires an action-oriented individual with excellent relationship-building skills and a proven track record of generating pipeline and wins in the AWS partner ecosystem.

Work You'll Do:

• Develop and implement a comprehensive sales strategy to drive AWS services growth within the GPS sectors.
• Identify and pursue new business opportunities, leveraging AWS partner programs and joint investments to accelerate wins.
• Collaborate with Deloitte's GPS sales and alliance leadership to align AWS sales strategies with overall business objectives.
• Engage in market-facing events and conferences to identify new leads and opportunities.

Channel Management:

• Build and maintain strong relationships with AWS and other key partners to drive joint sales efforts.
• Manage and optimize channel partner performance, ensuring alignment with Deloitte's sales goals.
• Develop and execute joint go-to-market plans with AWS and other partners.

Collaboration and Leadership:

• Work closely with Deloitte's technical teams, including solution architects and delivery teams, to ensure successful adoption of AWS solutions on existing programs and net new business.
• Stay informed about industry trends, competitive landscape, and emerging AWS technologies to maintain a competitive edge.
• Serve as internal AWS alliance ambassador to drive awareness and engagement with Deloitte client delivery and account teams.
• Lead the AWS alliance opportunity management process, including creating and updating joint CRM system entries, reporting, and maintenance.
• Maintain the AWS pipeline for the assigned sector and coordinate joint campaigns and sales initiatives.

Sales Reporting and Analysis:

• Track and report on sales performance, providing regular updates to senior management within the sales organization and the AWS alliance leadership.
• Analyze pipeline to identify trends, opportunities, and areas for improvement.
• Develop and maintain a robust sales pipeline, ensuring accurate forecasting and planning.

Qualifications include:

• 5+ years' relevant experience with a focus on cloud services and solutions.
• Proven track record of achieving sales targets and driving revenue growth preferred.
• Strong understanding of AWS technologies and solutions, with relevant certifications preferred.
• Experience in the Federal and State & Local Government sector is highly desirable.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain strong relationships with clients, partners, and internal teams.
• Strategic thinker with strong analytical and problem-solving skills.
• Experience with AWS partner incentive programs preferred.
• Experience managing a portfolio of opportunities in the AWS Partner Network (APN) Customer Engagement (ACE) portal is a plus.
• Experience with Salesforce and other CRM platforms.
• AWS certification [ex. AWS Certified Cloud Practitioner (CCP)] desired.
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
• Ability to travel up to 25%, on average, based on the work you do and the clients and industries/sectors you serve.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $98,000 to $200,000. You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html

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