Bdm, Cloud Services

2 weeks ago

Mumbai Maharashtra, India Ingram Micro Full time

Ingram Micro touches 80% of the technology you use every day with our focus on Technology Solutions, Cloud, and Commerce and Lifecycle Solutions. With $50 billion in revenue, we have become the world’s largest technology distributor with operations in 64 countries and more than 35,000 associates.

Position Summary: AWS Services BDM

**Role Summary**

**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
- This is not a complete listing of the job duties. It’s a representation of the things you will be doing, and you may not perform all of these duties.

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