Partner Sales Manager - AWS

This is a great opportunity to join Westcon-Comstor's newly formed and rapidly growing AWS business unit.

We're building something unique in the cloud space. Westcon-Comstor has been a trusted name in technology distribution for nearly 40 years, and we're now making a significant push into the AWS ecosystem. We've invested heavily in our AWS capabilities across Europe through three major initiatives:

* The acquisition of Rebura, an AWS Premier Services Partner with 12 AWS Competencies and over 90 AWS Certifications - the CEO of Rebura will be leading this whole unit

* The launch of a comprehensive AWS Marketplace program

* Securing AWS Cloud distribution rights across Europe

As an approved AWS Distributor, we enable our partners to resell AWS products and solutions, while providing comprehensive support to accelerate their AWS success. This includes helping partners develop their AWS go-to-market strategy, access AWS funding programs, and build technical expertise through enablement.

Our role is to help our partners to recognise and capitalise on the AWS opportunity, providing the expertise and support needed to accelerate their cloud business growth.

You'll be part of a business unit that combines the stability and resources of an established global company with the energy and innovation of a cloud-first organisation. Our recent acquisition of Rebura brings additional AWS expertise and creates exciting opportunities for collaboration and growth.

We're looking for individuals who are passionate about cloud technology and want to be part of building something significant in the AWS ecosystem, helping our partners succeed in their AWS journey.

What makes this role particularly exciting is that you'll be joining at a pivotal time in our growth journey. You'll have the opportunity to make a real impact as we expand our AWS capabilities and help shape the future of cloud distribution.

The Partner Sales Manager / Business Development Manager is focused on actively engaging with our existing partner base across both Westcon and Comstor by utilising the strong connections our partner account managers hold, with the outcome of increasing AWS resold revenue adoption among our clients to generate net new revenues for the business.

As the regional AWS subject matter expert, this role involves strategic business development activities with resellers and close collaboration with both the AWS PDM team, and internally with our Partner Account Managers.

A key aspect of this role involves building and sustaining robust relationships throughout the entire ecosystem, enabling partner connections that boost AWS interest, visibility, educating partners, stimulating pipeline initiatives, and ultimately generating new net revenues.

The ideal candidate will bring a deep understanding of the AWS, the channel ecosystem and the ability to effectively sell utilising a two-tier model. This involves engaging efficiently with AWS personnel, partners, and Westcon-Comstor partner account managers.

This full-time permanent role is based at our Bracknell office with some occasional UK travel to our partners including to AWS and Rebura offices in London. We offer great benefits like BUPA private healthcare, 25 days holidays...

ABOUT THE ROLE:

• Education: Responsible for providing Westcon-Comstor Account Managers, local sales teams and partners, with in-depth training on the AWS opportunity & the Westcon value add.
• Pipeline Development: Collaborate with regional account managers to engage partners to build a robust pipeline for the AWS resell business through demand creation campaigns.
• Partner Engagement - Engage current Westcon & Comstor partners to drive interest in an AWS journey. This will include both current direct AWS partners & net-new AWS partners
• Partner Engagement - Services - Engage both AWS partners and partners wishing to enter the Hyperscaler space that require support in professional services & managed service opportunities
• Net New Revenue: Responsible for creating and managing a pipeline, forecasting through to closed won business.
• Own and drive a successful relationship between AWS and Westcon-Comstor account managers, driving net new opportunities via partners.
• Position Westcon-Comstor to become the trusted adviser to our partners for AWS. Success will be based on revenue and margin goals as well as business/growth KPIs .

ABOUT YOU

Skills:

• Strategic Analysis
• Industry/Company Knowledge
• B2B Relationship Building
• Long‐Range Planning
• High Impact Communication
• Customer Focus
• Decisiveness
• Versatility and Resilience
• Leadership and Motivation

Qualifications/Experience

• An understanding or direct experience of (Preferably AWS) Cloud Services
• Background in cloud products and experience with technology
• Experience in selling via a two-tier channel model

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$5+ billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

This is an exciting time to join our expanding UK and Ireland operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.

IND1