Public Cloud Channel Development Manager AWS

| West Suburbs | Remote | Hybrid
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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%. 

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Location

Our HQ is 22 miles from the Loop; near Belmont station, BNSF line. Plenty of places to eat & shop!

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