Cloud Partnership Senior Sales Manager

Cloud Partner Senior Sales Manager

Axonius is seeking a dynamic Cloud Partner Senior Sales Manager to join our expanding global team. This critical go-to-market role will be responsible for driving revenue growth through Axonius' strategic partnership with AWS, focusing on delivering high-impact cloud services across multiple industries. Success in this role requires a proven ability to influence and execute through strong relationships-both within Axonius and across AWS's partner ecosystem and prospective clients. The ideal candidate brings experience working within the AWS Partner Network at a recognized AWS partner and is comfortable navigating complex, cross-functional environments.

Goals:

• Lead the day-to-day global relationship with AWS, the APO, and the field.
• Grow the AWS business overall, on and off of the Marketplace. Build the business fly-wheel to grow the volume and value of net new opportunities.
• Nurture a tight partnership and focused joint GTM that empowers our customers to purchase Axonius in the manner that benefits them most.

Responsibilities:

• New Sales: Identify, develop, and close new business opportunities-primarily focused on acquiring new clients globally with significant potential for the Axonius Asset Intelligence platform. Generating new revenue and building a robust pipeline are key performance metrics.
• Opportunity Generation: Source, qualify, and drive opportunities with AWS.
• Teaming: Collaborate with Axonius AWS partner program manager to shape and deliver compelling messaging that articulates Axonius's value proposition as a strategic solution on AWS Marketplace.
• Relations: Build relationships, in conjunction with Axonius channel and sales teams, with AWS' AMs, ISMs, and MP advisors.
• Framework: Develop the framework for engagement with AWS and Channel Partners to grow the volume and value of Partner introduced and AWS-introduced.
• Discovery and Cosell: Enable Axonius sales and channel teams on how to qualify AWS potential opportunities, position benefits with customers and partners, Cosell with AWS and our channel partners, and ultimately conclude the majority of business on the AWS Marketplace.
• Pipeline Management: Manage co-sell pipeline with AWS and Axonius sales teams using the ACE platform. Train the channel team on how to share opportunities, and manage the pipeline in ACE.
• Private Offers: Manage Private Offers in the AMMP. Train and support the Axonius channel reps so they can create and manage their POs through to completion.
• Events: Work with Marketing to determine the event schedule, including Webinars, Summits, Conferences, etc., and collaborate on a plan that drives optimum ROI.
• Collateral: Work with Marketing to produce required collateral to educate end users, the sales teams at AWS, Axonius, and our Channel Partners.
• Channel Partners: Engage with Axonius Channel reps and Channel Partners to identify AWS opportunities and facilitate optimum engagement in the field.
• Proposition Development: Evolve the joint value proposition, coordinate with the Product and Marketing teams about new business value potential from possible integrations/ opportunities, and drive the production of relevant sales materials.
• Operational Process: Identify and implement operational procedure/s, leveraging Axonius' CRM and pipeline management systems, that will help Axonius track and measure the impact of the partnership on the business.

Experience:

• AWS related: Experience with AWS co-sell and Marketplace systems and sales motions. Similar experience with Azure and GCP is a bonus.
• Partnerships: 5+ years in a Channel or Alliance role in the technology sector.
• Strategic thinker: Demonstrates the ability to think strategically and create a joint business plan taking into account business priorities, products, and propositions.
• Effective execution: Methodical and priority-driven. Able to work effectively with