Public Cloud Channel Development Manager AWS
Ensono is a leading, large-scale provider of hybrid IT serving mid-tier to large enterprise and government clients. The Gartner Group says that "Ensono is one of the top three mainframe services providers and a top ten provider of data center outsourcing services in North America… helping clients transform to a more standardized, and ultimately, cloud-based delivery." Ensono is an Amazon Web Services (AWS) top 100 Certified partner and a top 15 managed services/outsourcing growth company as measured by ISG the last eight quarters in-a-row. Ensono is an Audited Managed Services Partner, Consulting, and Public Sector Partner for AWS backed by over 135 AWS certifications and over 700 AWS accreditations with deep expertise and experience to deliver migration and transformation projects enabled by AWS' wide array of innovative services. Our company and community focus on the philosophy of winning together. The right candidate will have a true partnership with all business pillars as we work as a team to grow.
Job Description
What you will do:
The Public Cloud Channel Development Manager is part of the Channel & Alliances Partnership Development team responsible for building relationships and seeking and exploring new joint solutions with Technology Partners, Consultants, Value-Added Resellers, etc., and driving deals. This team interacts with our partners to help drive leads and revenue for Ensono and mutual partner success.
The Public Cloud Channel Development Manager is responsible for initiating and supporting Amazon Web Services Partner development, go-to-market, retention, and business plan attainment to drive sales lead generation with AWS Channel Partners. Also, AWS Partner ecosystem recruitment and development. The role may grow to also manage another cloud partner in the future.
Key activities include:
Establish and maintain relationships with all relevant AWS field channel, sales, and vertical teams.
Work with Partner firm/s to develop and manage lead pipeline through campaigns, go-to-market strategy & initiatives, product integration, and IT transformation
Track and report all opportunities generated by partners in SalesForce.com
Engage in initial opportunity qualification with the partner and Ensono sales team.
Develop strategy and plans to develop AWS as a significant source of highly qualified leads for Ensono-managed, public cloud offerings
Develop and execute comprehensive communication plans and presentations to educate Partners on Ensono capabilities and products.
Map key Ensono executives with relevant AWS executives with regularly scheduled touchpoints
Provide feedback to relevant Ensono product, sales, and functional teams on Partner perceptions, strategy, initiatives, and experiences with Ensono. Ensure continuous alignment with cloud partner strategies, programs, and products
Lead and execute Partner briefings and workshops while coordinating investment in Partner services, products, and conferences
Prepare and give business reviews to the senior management team
Collaborate with Ensono Marketing regarding Market Development Funds and joint campaign opportunities.
Participate in field marketing events with field and channel individuals and teams at AWS.
What you will need:
Minimum of ten (10) years of related experience in Channel and Alliances, specifically with AWS
History of Partner development around account management, provider relations, sales, business development, or product management
Bachelor's degree required, Master's degree preferred
Preferable: direct experience working at a Channel or Alliances partner firm in the managed services space or direct experience working at AWS.
Existing working relationships with individual Partner channel professionals within AWS
Relevant experience working in developing business relationships for joint go-to-market success
Experience in or demonstrated understanding of the IaaS, PaaS, and cloud-native application outsourcing industry
Strong analytical and reasoning skills with technical, contractual, and financial issues and strong written and oral communication and presentation skills.
An ability to perform research on and assist with executing several time-sensitive projects/deals simultaneously in a fast-paced environment with minimal direction.
What will set you apart:
References from AWS Channel and Alliance partner firms
Understanding of AWS partner organization, 2021 partner strategy, and critical 2021 customer initiatives
Partner or client industry/vertical experience in Financial Services, Insurance, Public Sector, Utilities, Healthcare, Manufacturing or Retail
Experience in IT infrastructure transformation engagements
Experience with public cloud providers and their channel programs
Experience with large enterprise and government partnership programs
Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms like public cloud
Existing partner and client relationships that will drive robust interaction with the Channels & Alliances community
Travel:
Travel to various partner sites estimated at 25%.