LightEdge is an enterprise-grade cloud services and colocation company focused on the needs of businesses and their critical IT requirements. If you want to take your skills to the next level by joining an industry leader, this is an excellent opportunity for you! Connectria, A LightEdge Company, is seeking a dynamic and results-driven business development manager to join our channel sales team. The primary responsibility of this role is to build a robust pipeline of opportunities by collaborating closely with the AWS partner sales organization, direct sellers, customers and partners. The ideal candidate will possess a deep understanding of the AWS ecosystem, have a strong network of regional AWS and customer contacts, have exceptional relationship-building skills, and possess strong sales acumen. As the regional AWS alliance manager, your success will be highly dependent on your ability to develop a strong co-sell motion with AWS that leverages the strengths of Connectria's Premier Tier Partner relationship with AWS to differentiate our offerings and drive new logo sales. You will work with an accomplished sales, engineering and support team from LightEdge to help customers realize their digital transformation through cloud computing. You will build and maintain relationships with AWS, customers and partners to ultimately influence their selection of LightEdge to help guide their cloud strategy, determine approaches to application and infrastructure modernization, and recommend solutions that drive business outcomes. Responsibilities:
1. Pipeline Development - Identify and qualify new business opportunities by working with AWS direct sellers, partner sales teams, customers, partners and LightEdge marketing team
- Develop and maintain a robust pipeline of opportunities for the LightEdge sales organization to meet or exceed bookings quota
- Track and manage the handoff and conversion of leads with the sales organization, ensuring timely and accurate updates in the CRM system
2. Relationship Management - Establish and nurture strong relationships with key AWS contacts, including partner sales representatives, solution architects and direct sellers
- Act as the primary liaison between LightEdge and AWS, facilitating communication and collaboration
- Attend AWS and partner events, meetings, and conferences to network and promote LightEdge solutions
3. Sales Enablement - Collaborate with LightEdge sales teams to develop and deliver effective sales strategies and pitches tailored to the AWS ecosystem
- Provide training and support to the AWS sales organization on LightEdge products, services, and partnership benefits
- Ensure alignment between LightEdge and AWS sales strategies to maximize joint sales efforts.
4. Market Intelligence - Stay informed about industry trends, competitive landscape, and AWS product developments.
- Provide feedback to LightEdge leadership on market conditions, customer needs, and AWS partnership opportunities
- Identify and recommend new sales initiatives and strategies to drive growth in the AWS channel
5. Performance Metrics - Meet or exceed assigned sales quota and performance metrics
- Regularly report on pipeline status, sales activities, and key performance indicators to the AWS Alliance Director and VP of Channel & Alliances
- Continuously analyze and improve sales processes and strategies to achieve better outcomes
Requirements:
- Bachelor's degree in business, marketing, or a related field
- Minimum of 5 years' experience in channel sales, preferably within the cloud computing sector
- Proven track record of successful pipeline development and sales achievement
- Strong knowledge of AWS products, services, and partner ecosystem
- Excellent interpersonal and communication skills, with the ability to build and maintain relationships at all levels
- Strong analytical and problem-solving abilities
- Proficiency in CRM software (Salesforce) and other sales tools
- Ability to be in Chicago market 3 days per week
- AWS Certifications (Cloud Practitioner, Solutions Architect, etc.) a plus
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- Here is a link to the Connectria website for more information on AWS partnerships