AWS Channel Sales Senior Manager

Location: Greater Washington DC Area (or remote)

About the role

Deloitte is seeking a dynamic and experienced GPS AWS Channel Sales Manager to drive the growth and expansion of our AWS services within the Government & Public Services (GPS) industry, with a focus on Deloitte's repeatable solutions. This role requires an action-oriented professional with excellent relationship-building skills and a proven track record of generating pipeline in a technology-enabled ecosystem.

Responsibilities

• Develop and execute a comprehensive sales strategy to drive AWS services growth across public sector accounts.
• Identify and pursue new business opportunities, leveraging AWS partner programs and joint investments to accelerate wins and expand deals.
• Collaborate with Deloitte's GPS sales and alliance leadership to align AWS sales strategies with overall business objectives and growth goals.
• Conceive, design, lead, and engage in market-facing events and industry conferences to identify new leads and opportunities.
• Build and maintain strong relationships with AWS account managers and sales teams to drive joint sales efforts.
• Manage and optimize lead flow across the channel, ensuring alignment with the alliance's shared sales goals.
• Develop and execute joint go-to-market plans with AWS in key accounts and on strategic opportunities.
• Work closely with Deloitte's technical teams, including solution architects and delivery teams, to promote successful adoption of AWS solutions on existing programs and net new business.
• Stay informed about industry trends, competitive landscape, and emerging AWS technologies to maintain a competitive edge.
• Serve as internal AWS alliance ambassador to drive awareness and engagement with Deloitte client delivery and account teams.
• Lead the AWS alliance opportunity management process, including creating and updating joint CRM system entries, reporting, and maintenance.
• Maintain the AWS pipeline for the assigned sector and coordinate joint campaigns and sales initiatives.
• Manage and track success with market channels to develop best practices for driving sales growth.
• Track and report on sales performance, providing regular updates to senior management within the sales organization and the AWS alliance leadership.
• Analyze pipeline to identify trends, opportunities, and areas for improvement.
• Develop and maintain a robust solution sales pipeline, ensuring accurate forecasting and planning.

Qualifications

• Bachelor's Degree.
• 10+ years' relevant experience with a focus on cloud services and solutions.
• Proven track record of achieving sales targets and driving revenue growth.
• Strong understanding of AWS technologies and solutions; relevant certifications preferred.
• AWS certification (e.g., AWS Certified Cloud Practitioner (CCP)) desired.
• Experience in the Federal and State & Local Government sector is required.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain strong relationships with clients, partners, and internal teams.
• Strategic thinker with strong analytical and problem-solving skills.
• Experience with AWS partner incentive programs preferred.
• Experience managing a portfolio of opportunities in the AWS Partner Network (APN) Customer Engagement (ACE) portal is a plus.
• Experience with Salesforce and other CRM platforms.
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
• Ability to travel 25%, on average, based on the work you do and the clients and industries/sectors you serve.

Skills

• Working knowledge of the cloud technology landscape and marketplace.
• Competent at engaging and developing business with alliance/ecosystems partners.
• Ability to communicate with and influence senior stakeholders.

Pay

The wage range for this role takes into account factors such as skill sets, experience, training, licensure, certifications, and business needs. The disclosed range estimate is $175,300.00 to $322,900.00. You may also be eligible to participate in a sales incentive program based on achievement of certain sales goals.