Independent Software Vendor Sales Leader
Toronto, ON, CA
23h ago
source :


We are seeking a seasoned Sales Leader to lead a team focused on driving adoption of Amazon Web Services within AWS' strategic Independent Software Vendor (ISV) Segment.

AWS is investing significantly in the ISV Segment because enabling this customer type to design AWS services into its software offerings translates to accelerated growth for the ISV and for AWS.

This leader of this team will build a business focused on helping high-growth SaaS ISVs innovate and deliver their software more efficiently on AWS.

The increased efficiency of the ISVs' business will lead to greater spend by the ISV with AWS. Therefore, this leader must have the business savvy and sales leadership background necessary to bring together a cross functional team including sales, partner, and product teams to deliver accelerated business growth for AWS and our ISV partners.

As the Senior Leader focused on our important ISV customers and partners in the Americas ISV Segment, you will have the exciting opportunity to help drive the growth and shape the future of cloud computing by building and leading a sales team dedicated to helping our ISV partners build and deliver innovative solutions leveraging the latest in AWS services.

Your responsibilities will include leading a team of field Account Managers, and an extended team of Solution Architects, Enterprise Support professionals, and Partner-Focused individuals to deliver new product design wins, migrations, and aggressive direct and influenced revenue targets.

The right candidate will possess a technology sales leadership background coupled with senior level business acumen that will enable them to lead a team of senior enterprise Sales Representatives with engagements at the CXO level.

He / she should also be able to effectively engage AWS' most senior product leaders and Executive team to define and deliver creative proposals and influence roadmap decisions for both AWS and our ISV partners.

The candidate must be a self-starter who is prepared to own, define, develop, and execute a geographic plan and drive your team to consistently deliver on quarterly targets.

Roles & Responsibilities :

  • Drive adoption of AWS' full suite of services into a portfolio of Strategic ISV customers
  • Exceed annual revenue and design win targets
  • Develop and execute comprehensive account plans inclusive of GTM programs to drive adoption of our ISV partners' products, working closely with sales, marketing, and the partner teams
  • Build and manage a team of high performing sales professionals
  • Work with demand generation teams to maintain and curate a healthy sales pipeline
  • Work with partners to deliver enablement trainings and account prospecting workshops
  • Track and manage leads, opportunities, and wins and produce regular sales reports
  • Develop long-term strategic relationships with AWS Field Sales and Partner management teams
  • Increase and foster high customer satisfaction
  • Expect moderate travel

  • 10+ years of technology related sales or business development experience with quota accountability
  • 7+ years of sales management experience leading a team
  • Experience leading large teams
  • BA / BS degree or relevant experience

  • Demonstrable record of people development
  • Experience and confident working with a matrixed team of senior stakeholders and executive teams to achieve a common goal
  • Experience using data and trends to build insight and articulate business needs
  • Exceptional communication and presentation skills
  • Knowledge and understanding of existing and developing technologies as it relates to cloud computing; understand and identify opportunities for customers
  • Apply
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