AWS Services Business Development Manager Full Time

It’s fun to work in a company where people truly BELIEVE in what they’re doing!

Job Description:

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

Ingram Micro has earned Great Place to Work Certification™ for 2024-2025 in Canada! This prestigious recognition reflects our commitment to our people and our culture.

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

This position is a hybrid role based in our Mississauga office with the opportunity to work 2 days remotely per week

Role: We have an excellent opportunity for an experienced AWS Services Business Development Manager (BDM) to join our AWS Services team and play a key role in driving AWS Professional Services and Managed Services sales across our key routes to market, including the vendor, our partner-base and their end-customers. The successful candidate will demonstrate exemplary core sales and relationship management skills and will also have sound knowledge of Cloud services and how these can be harnessed to transform an organization. The candidate must also have a proven and successful track record on sales and acquiring new relationships. A typical AWS Services BDM will have had two or more years in a similar services sales-type role.

Key Duties and Responsibilities:

Working in close collaboration with the local (in-country) AWS pre-sales and technical teams, along with the wider Regional Service Centre, the core responsibilities of the role include, but not limited to, the following:

Strategic Sales Planning:

• Identify market opportunities, routes to market, industry trends, and vendor, partner, and end-customer needs to guide sales approach.
• Collaborate with local Ingram Micro leadership to set clear revenue targets and growth objectives.
• Develop and execute a comprehensive account/territory plan to manage and grow numerous accounts concurrently.
• Define and agree alignment and working approach with local Ingram Micro Cloud (resell) BDM’s and PDM’s for the demarcation/hand-off of Services-specific opportunities.

Internal, Channel Partner, and Vendor Relationships:

• Forge strong relationships with key AWS individuals including Sellers, Professional Services, and Partner Development teams.
• Forge strong and trusted relationships with partner account base, including actively promoting pre-sales, service offerings, and consulting capabilities.
• Be a visible representative of Ingram Micro at partner engagements and key vendor events, supporting the identification and development of future service offerings.
• Evaluate potential collaboration opportunities to enhance product offerings and market reach.

Market Expansion:

• Drive market expansion efforts by identifying target segments and developing tailored go-to-market strategies.
• Lead initiatives to penetrate new routes to market and partner/end-customer segments for cloud services adoption.
• Analyze market competition and positioning to differentiate company offerings effectively.
• Support the development of the AWS services propositions, solutions and GTM.

Sales Delivery and Achievement:

• Provide ownership of complex sales engagements, including RFPs, proposals, and customer presentations.
• Pro-actively hunt for and generate new business opportunities.
• Meet or exceed revenue and goal targets in a defined territory – which will include those set by both Ingram Micro and AWS.
• Maintain a robust sales pipeline, including regular updates and reporting.
• Be familiar, and correctly position, key vendor programs including OLA, MAP and WAFR.
• Collate, summarize, and accurately report key management account information on a monthly basis.
• Identify other Ingram Micro service and sales opportunities.

Personal Skills Development:

• Build and maintain a strong relationship with key peers, including the local and regional Cloud teams, AWS Sellers and Partner Development teams, partners and their end-customers.
• Build a solid understanding of the Ingram Micro AWS services portfolio, capabilities and motions.
• Build and maintain a good awareness of the internal SMEs areas of specialism.
• Keep up-to-date with current and future technologies, products and strategies.
• Build and enhance relationships with peers.

Qualifications:

• Diploma or Degree in Information Technology, Engineering or equivalent.
• 2+ years of experience in a Professional and Managed Services sales role.
• 5+ years of Business Development or Sales experience within the IT industry.
• Seasoned professional with an influential presence that can be assertive with a diplomatic approach.
• Willingness to travel within Canada up to 20%, with a primary focus on the Greater Toronto Area (GTA).
• Able to network with industry peers and customers.
• A flexible approach to work and prepared to go the extra mile to exceed customer expectations.
• Applies knowledge and skills through handling complex problems beyond own area of expertise.
• Excellent written and verbal communication skills.

Expected Experience (Services and Sales Understanding/Positioning):

• AWS Optimisation Licensing and Assessment (OLA)
• AWS Migration Acceleration Program (MAP)
• AWS Well-Architected Framework Review (WAFR)
• Compute services (e.g. EC2, containers, serverless)
• Monitoring/Observability tools (e.g. CloudWatch, Prometheus, DataDog)
• CI/CD tools (e.g. CodePipeline/CodeBuild, Jenkins, GitHub Actions)
• IaC tools (e.g. Terraform, CloudFormation, Serverless Framework)
• Containers and orchestration tools (e.g. Docker, ECS, Kubernetes)
• Gen A/I and Machine Learning
• Migrations from VMware and/or Azure

Desirable Qualifications include:

• Cloud computing-related sales or business development experience.
• AWS Cloud Practitioner Certification
• AWS Associate Certification would be an asset

At Ingram Micro, certain roles are eligible for additional rewards, including merit increases, annual bonuses, or sales incentives. These awards are allocated based on position level and individual performance. Canadian associates have access to flexible Healthcare, Dental, Vision, well-being benefits and perks, critical illness, disability coverage, mental health support, paid time off, RRSP Matching and much more!

Equal Opportunity Statement:

As a diverse and inclusive organization, we encourage individual achievement and recognize the strength of a diverse workforce. Ingram Micro Canada is proud to be an equal opportunity employer. We consider qualified applicants without regard to race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. Accommodations for job applicants are available on request, please contact us by sending an email to [email protected] . This email box is designed to assist with accommodations through the hiring process. Emails sent for non-accommodation-related inquiries, such as following up on an application, will not receive a response. In your email, please provide contact details, and preferred contact method and describe the accommodation so we can work with you to assist.

Ingram Micro’s Commitment to ESG (Environment, Social & Governance):

Ingram Micro is a values-driven organization and our commitment to ESG performance is a statement about who we are and our desire to make a difference each day through the way we do business. Through our IngramMicroESG program, we establish policies, programs, and practices to achieve continuous improvement on the Environmental, Social and Governance areas that are most significant to our stakeholders. Learn more about our ESG initiatives and read our ESG reports here – Ingram Micro ESG.