Business Development II, AWS Public Sector (2 openings)

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Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart. Learn more at www.ingrammicro.com

Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey!

About the Role:

The Ideal candidate will have experience in Public Sector preferably AWS motions in the channel with a partner or a distributor.

We have 2 roles available. One will focus on the West and the other on the East Coast.

The BDE II will be managing a book of AWS PS partners either wholistically or shared with another team member that has the commercial side of the house.

Travel:  25-40% travel / Will meet with partner stakeholders and will attend AWS events that Ingram Micro is a part of as a rep for the business

Field/Remote role.

Compensation: 60/40 split

OVERVIEW: Drives the success of the Amazon Web Services (AWS) solution category within defined Public Sector verticals by leveraging AWS expertise, platform data and business acumen to optimize solutions across a territory or existing customer base.  

PRIMARY FOCUS: The Senior Business Development Executive is focused on driving depth and breadth across all AWS solutions and the existing AWS public Sector partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro's goals and outcomes across the AWS category. Your focus will be AWS partner development activities across the East/West region. Drive revenue growth, expand market presence, and accelerate partner engagement across Education, Federal, State & Local Government, Healthcare, and Nonprofit sectors. Align AWS cloud solutions with public sector priorities to position AWS as the market leader in a competitive landscape. This role requires a deep understanding of AWS within the Public Sector space, AWS Channel Partner strategies preferably through Distribution, exceptional negotiation skills and knowledge of Public Sector contract vehicles as it relates to procurement of Cloud Services and the ability to collaborate effectively with cross-functional teams to achieve category objectives.

KEY RESPONSIBILITES:

•Category Strategy: Develop and execute on AWS Public Sector strategy to drive growth and new business development within assigned AWS Public Sector partners.

•Identify emerging trends, customer needs, and potential market opportunities to shape the category's success within the defined Public Sector territory.  

• New Business Opportunities: Identify and pursue new business opportunities within existing Public Sector partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category's offerings and market reach across K-12 and Higher Education, Federal, State & Local Government, Healthcare, Nonprofit.

 • Vendor and Partner Relations: Cultivate and maintain strong relationships with key AWS Public Sector Stakeholders and strategic AWS partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth across the GTM.  

• Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities and BI tools. Utilize data-driven insights to make informed decisions and guide category acceleration efforts within AWS Public Sector Partners.

• Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development.  

• Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer experiences. Build and sustain relationships with C-suite and senior stakeholders. Lead executive-level business reviews and strategic planning meetings.

KNOWLEDGE AND SKILLS

• Strong understanding of strategic selling principles, project management, and operations  

• Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition  

• Proven success in growing and maintaining year-over-year sales results.

• Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management.  

• Effectively able to manage profit and loss concepts and forecasting.  

• Excellent verbal and written communication skills, ability to present in both technical and non- technical terms to large and small audiences.  

• Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage projects, manage detail, manage relationships and resources, and set realistic and achievable goals/objectives and timelines.  

• Ability to travel is required - conduct in person customer engagements on a regular basis.

REQUIREMENTS:

Four-year college degree (or additional relevant experience in a related field). Minimum 8 years functional experience including a minimum of 5 years position specific experience. Ability to make significant development contributions to the company. 

*These timeframes may vary based on the candidate’s proven track record f successfully performing and demonstrating the level of knowledge/skills/experiences and delivering the results required of this role.

The ranges above reflect the potential annual base pay across the U.S. for all roles; the applicable base pay range will depend on the candidate’s primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range.

At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. These awards are allocated based on position level and individual performance. U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.

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 these duties.

Please be prepared to pass a drug test and successfully pass a pre-employment (post offer) background check.

Ingram Micro Inc. is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.