AWS Partner Scale Manager (PSM)

This position 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 marketplace & Rebura AWS Migration services 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 partner account Managers, our vendor channel managers and internally with both our Vendor BDMs, Partner Account Managers and the Rebura sales team.

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

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

Essential Functions of the Role:

1. Education: Responsible for providing Westcon-Comstor Account Managers, local vendor sales teams and partners, with in-depth training on the AWS marketplace & Migration Services opportunity.
2. Pipeline Development: Collaborate with regional account managers to engage partners to build a robust pipeline for the AWS marketplace and Rebura migration services through demand creation campaigns.
3. Partner Engagement – AWS-CPPO Partners: Engage current Westcon & Comstor partners who are authorised by AWS to embrace our full marketplace vendor portfolio.
4. Partner Engagement – Non-AWS CPPO Partners: Connect with active transactional partners to introduce the AWS marketplace benefits and recruit them into the CPPO program.
5. Partner Engagement – Migration Services: Engage both AWS partners and partners wishing to enter the Hyperscaler space that require support in migration opportunities.
6. Net New Revenue: Responsible for creating and managing a pipeline, forecasting through to closed won business.

DUTIES & RESPONSIBILITIES

1. Own and drive a three-way success relationship between AWS partner account managers, Vendor channel managers and Westcon-Comstor account managers, driving net new opportunities via partners.
2. Position Westcon-Comstor to become the trusted adviser to our partners for AWS Marketplace & Migration services.
3. Drive partner adoption of AWS Marketplace. Success will be based on revenue and margin goals as well as business/growth KPIs.
4. Engage the Rebura sales team into partners to assist with end user migration opportunities.
5. Align and build strong relationships with the in-country AWS Partner Account Managers (PAMs).
6. Understand the AWS Co-Sell, Greenfield customer and Immersion Day capabilities and build a business and marketing plan to drive growth in alignment with and through partners.
7. Drive co-sell programs with AWS and Vendors for Partners.
8. Establish strong, productive vendor relationships with their channel account managers.
9. Build joint demand generation and co-sell campaigns for partners.
10. Understand their entire Hyperscaler strategy.
11. Build strong connections with local partner account managers and Business Development Managers (BDMs) within Westcon, Comstor and Rebura.
12. Coordinate with Westcon-Comstor’s AWS ISV Managers to align and implement their business strategies locally.
13. Take responsibility for achieving the revenue and profit targets for the AWS Marketplace and Rebura migration services.
14. Produce and share weekly revenue forecasts with the management team.
15. Set KPIs and growth objectives with partners, securing their commitment and engagement.
16. Help and assist partners through the AWS CPPO certification process and enablement.
17. Collaborate with Westcon, Comstor and Rebura Account Managers, vendors, and AWS to establish a targeted list of potential partners.
18. Partner closely to develop marketing campaigns that boost revenue.
19. Craft and implement go-to-market strategies with each partner and account manager aimed at achieving success in the AWS Marketplace & Rebura migration services.
20. Work with the marketing team and the Westcon-Comstor AWS ISV Managers to drive in country demand generation activities.
21. Produce regular marketing bulletins and webinars to partners.
22. Assist with partner events as necessary.
23. Maintain regular AWS, Vendor and partner review meetings.
24. Provide monthly reports.
25. Track competitive issues and log of pricing issues, corrections, and results.
26. Provide input to training materials where necessary.

Skills

1. Strategic Analysis
2. Industry/Company Knowledge
3. Relationship Building
4. Long‐Range Planning
5. High Impact Communication
6. Customer Focus
7. Decisiveness
8. Versatility and Resilience
9. Leadership and Motivation

Qualifications

1. An understanding or direct experience of AWS Marketplace and AWS Cloud Services.
2. Minimum 5 years‘ sales experience in communications industry.
3. Background in Cloud products and experience with technology.
4. 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$4.35 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 German 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.

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