Cloud Business Development Manager: AWS at Altron Bytes Systems Integration

Job Description

• We are looking for an experienced Cloud Business Development Manager - AWS to drive our business growth through strategic vendor alignment, AWS marketplace management, and sales enablement.
• The ideal candidate will play a pivotal role in aligning vendor strategies, developing business plans, executing go-to-market initiatives, and fostering collaboration between internal business units.
• This role requires deep expertise in AWS, a strong background in cloud sales, and the ability to manage both business operations and technical partnerships.
• KEY RESPONSIBILITIES:

Vendor Strategy Alignment:

• Act as the primary point of contact for AWS vendor relationships.
• Align company objectives with AWS’s strategic goals, ensuring mutual growth and business development.
• Work closely with AWS Partner teams to drive co-selling, joint solutions, and funding opportunities.
• Foster long-term strategic relationships with AWS teams, keeping up with new services, programs, and incentives.

Business Planning & Execution:

• Develop and execute comprehensive business plans to drive cloud adoption and increase AWS revenue.
• Identify growth opportunities through market analysis, competitive insights, and industry trends.
• Work closely with finance and leadership teams to set quarterly and annual targets, ensuring alignment with company objectives.
• Lead the execution of the business plan, ensuring measurable outcomes and performance tracking.

Internal BU Alignment:

• Collaborate with internal Business Units (BUs) to align cloud services offerings and go-to-market (GTM) strategies.
• Ensure that cross-functional teams (sales, technical, marketing, and product) are aligned with AWS-related initiatives and objectives.
• Facilitate internal communication and knowledge sharing to maximize cloud service offerings across BUs.

AWS Marketplace Offer Creation and Management:

• Lead the creation and management of cloud solutions within the AWS Marketplace.
• Ensure smooth onboarding and listing of products in AWS Marketplace, optimizing offers for better customer reach.
• Monitor and optimize marketplace listings to drive traffic, visibility, and revenue growth.
• Manage pricing strategies and promotions to maximize sales and customer engagement.

Marketing Initiatives (Demand Generation & Vendor Events):

• Drive demand generation campaigns in collaboration with AWS and internal marketing teams.
• Organize and manage vendor-sponsored events, roundtables, webinars, and cloud summits to promote AWS services and solutions.
• Create targeted marketing campaigns focused on customer acquisition, awareness, and engagement in AWS services.
• Work with AWS and internal marketing teams to leverage MDF (Market Development Funds) for marketing initiatives.

Sales Enablement:

• Equip sales teams with the necessary tools, knowledge, and resources to effectively sell AWS services.
• Conduct regular training, workshops, and webinars for internal sales and technical teams.
• Develop and distribute sales enablement content, such as presentations, case studies, and whitepapers, to drive AWS cloud adoption.
• Partner with AWS sales teams to execute joint sales strategies, co-selling activities, and solution pitches.

Pipeline Management & Forecasting:

• Own the sales pipeline for AWS-related deals, ensuring accurate tracking and reporting of all opportunities.
• Work closely with sales teams to drive pipeline development and accelerate sales cycles.
• Provide detailed forecasts and insights to senior leadership, highlighting trends, risks, and opportunities within the pipeline.
• Maintain close alignment with AWS teams to manage joint opportunities and track co-selling efforts.

Consumption Management & Billing:

• Monitor and manage AWS consumption for clients, ensuring optimization of cloud resources and cost efficiency.
• Oversee client billing processes, ensuring accurate invoicing and reporting for AWS services.
• Provide clients with insights into their consumption patterns and recommend cost-saving strategies through AWS Reserved Instances, Savings Plans, and other pricing models.
• Manage AWS billing reconciliation and work with finance teams to ensure compliance with contractual agreements.

SOFT SKILLS:

• Strong customer service orientation and adaptability to changing customer needs.
• Excellent problem-solving and analytical skills.
• Strong communication and interpersonal skills.
• Ability to work effectively in a collaborative team environment.
• Project management skills and the ability to manage multiple priorities.

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal: 

• Sales & Sales Solution Specialists
• Delivery 
• Cloud team members

Reasons for Interaction:

• Supporting all sales stakeholders
• Working closely with delivery teams to ensure that the solution can be deployed and managed.
• Working closely with team members on creating and delivering Cloud based services and solutions

External:

• Customers 
• Vendors
• Reasons for Interaction:
• Understanding and guiding customers to find the best solution for their pain points.
• Staying abreast of technology changes, updates and working closely with the vendor technical teams where required.

Key Qualifications 

Educational Qualifications:

• Certification: AWS Cloud Practitioner (critical), AWS Certified Solutions Architect (preferable).
• Experience: 2+ years of experience in cloud business development, sales, or account management, with a focus on AWS.
• AWS Knowledge: In-depth understanding of AWS services, pricing models, and partner ecosystem.
• Vendor Management: Proven experience in managing vendor relationships, particularly with AWS or other major cloud providers.
• Business Acumen: Strong ability to develop and execute strategic business plans with measurable outcomes.
• Sales Enablement: Experience in enabling sales teams and driving revenue through cloud solutions.
• Market Expertise: Familiarity with AWS Marketplace and the process of creating, listing, and optimizing cloud offers.
• Communication Skills: Exceptional verbal and written communication skills, with the ability to influence both internal and external stakeholders.
• Analytical Skills: Strong analytical mindset with experience in pipeline management, forecasting, and consumption monitoring.
• Marketing Experience: Experience in demand generation, event planning, and leveraging MDF for cloud services marketing.

Behavioral Competencies                         

The incumbent is required to have demonstrated the following competencies:

• Presentation skills (articulate the Cloud and vendor specific value proposition)
• AWS Certification (e.g., AWS Certified Solutions Architect, AWS Certified Cloud Practitioner).
• Experience working with or within the AWS Partner Network (APN).
• Familiarity with CRM tools (Dynamics 365, Salesforce, HubSpot) for pipeline management and forecasting.
• Knowledge of cloud billing models, financial forecasting, and consumption-based pricing strategies.
• Development and marketing of products and solutions (Marketplace)

Education

• National Certificate Level 4 (N4) / Grade 12  (Required)