AWS Regional Alliance Manager, LightEdge Solutions
3-4 days a week in office
Cloud hosting, colocation & consulting
Open for applications
Cloud hosting, colocation & consulting
201-500 employees
Open for applications
3-4 days a week in office
201-500 employees
Company mission
To create and capture opportunities for our clients through the right solutions targeting the right problems.
Role
Who you are
- 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
- 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
- AWS Certifications (Cloud Practitioner, Solutions Architect, etc.) a plus
What the job involves
- 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
- As the regional AWS Channel BDM, 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
- 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
- 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
- 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
- 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
- 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
Otta's take
Xav Kearney
CTO of Otta
Founded in 1996, LightEdge Solutions is a leader in public cloud and enterprise IT technology solutions, with a focus on private, public, hybrid and multicloud colocation. Its solutions help companies connect to the cloud at a faster pace and with less hassle. It has supported more than 1300 large organisations through 12 data centres in 8 US markets.
With its solid rooting in the industry and the experience to match, it’s no surprise that LightEdge’s offerings have grown to include a full suite of digitisation solutions. From IT infrastructure optimisation to bolstering cybersecurity, Lightedge benefits from catering to a wide range of enterprise needs.
Since its buyout by GI Partners in 2021, LightEdge has embarked on a series of acquisitions itself. With four companies bought since 2021, it has stepped up successfully into this new portfolio role - and these acquisitions should keep LightEdge stable and ripe for further growth for a long time to come.
Insights
Company
Funding (1 round)
Apr 2004
$5m
GROWTH EQUITY VC
Total funding: $5m
Company benefits
- Health, Vision & Dental
- Life & Long-Term Disability Insurance
- 401(K) Match
- PTO, Sick/Personal Time & 10 Paid Holidays
- Paid Maternity, Paternity & Adoption Leave
Company values
- EXCEED EXPECTATIONS - Take pride in your work, and always put the customer first
- DO THE RIGHT THING - Be honest, understanding, and kind. Leave egos at the door
- GROW THROUGH INNOVATION - Demonstrate an entrepreneurial spirit in all that you do
- EMBRACE TEAMWORK - Exhibit locker room leadership, maintain positivity, and celebrate every victory
Company HQ
Downtown Des Moines, Des Moines, IA
Articles
Founders
Jim Masterson
(CEO & President)Previously SVP of Sales and Marketing for Terabeam, and VP of Applications and Marketing at Rhythms NetConnections. Was also an Executive Director for U S WEST.
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