Sr AWS Sales Engineer

Shape the Future of Cloud Innovation at Ingram Micro, where we move the technology world forward through progress you can feel. As a Senior AWS Sales Engineer, you will play a critical role in helping partners accelerate their cloud transformation journeys while influencing impactful business and technical outcomes.

About The Role

The Senior AWS Sales Engineer serves as the primary technical relationship owner and presales authority for assigned AWS partners. This role owns technical outcomes across the presales lifecycle, ensuring solution integrity, architectural alignment, scope accuracy, and delivery readiness. You will proactively engage assigned partners to identify, develop, influence, and advance new business opportunities that drive pipeline growth, AWS consumption, and services revenue. Acting as both a trusted technical advisor and strategic consultant, you will help partners create and execute 12- to 24-month cloud growth plans, align technology investments to business objectives, and accelerate AWS adoption through consultative engagement.

Responsibilities

• Partner Relationship Ownership & Growth
  • Serve as the primary technical relationship owner and trusted advisor for assigned AWS partners.
  • Build and maintain strong relationships with technical, business, and executive stakeholders.
  • Develop a deep understanding of partner business objectives, growth initiatives, service offerings, and technical capabilities.
  • Facilitate strategic business planning discussions to help partners define cloud growth objectives and go-to-market priorities.
  • Collaborate with partners to build and execute 12- to 24-month cloud and business growth plans.
  • Proactively engage partners through regular outreach, business reviews, strategic planning sessions, and technical consultations to identify new opportunities and accelerate AWS adoption.
  • Identify, qualify, develop, influence, and advance opportunities that contribute to pipeline growth, AWS consumption, and services revenue.
  • Create account growth strategies and technical engagement plans aligned to partner goals.
  • Drive pipeline creation and opportunity development in partnership with Sales and partner leadership teams.
  • Collaborate with Sales teams and partner stakeholders to document, manage, and progress opportunities throughout the sales lifecycle.
  • Identify gaps in partner capabilities and recommend solutions, services, enablement programs, and strategic initiatives to support growth.
  • Support account forecasting, opportunity planning, and growth initiatives through disciplined pipeline management and partner engagement.
• AWS Solution Strategy & Architecture
  • Lead technical discovery, solution validation, and architecture design discussions.
  • Design, validate, and guide AWS-based solutions across:
    • Cloud infrastructure
    • Security and compliance
    • Networking
    • Identity and access management (IAM)
    • Business continuity and resiliency
    • Automation and operational excellence
  • Ensure solutions align with AWS best practices, customer objectives, partner capabilities, and business outcomes.
  • Apply AWS Well-Architected Framework principles to solution development and review.
  • Challenge assumptions, identify technical gaps, and validate architectural integrity.
• Presales Leadership
  • Own technical presales outcomes throughout the sales lifecycle.
  • Lead complex technical sales engagements from qualification through close.
  • Help create, shape, and advance opportunities from initial discovery through solution development and deal progression.
  • Support opportunity discovery, solution shaping, presentations, workshops, and technical strategy sessions.
  • Partner with Sales, Services, Delivery, and Architecture teams to ensure executable and profitable customer outcomes.
  • Translate business requirements into scalable cloud solutions.
  • Influence technical and business decision-makers to accelerate opportunity movement and drive successful outcomes.
  • Maintain visibility into opportunity status, key milestones, risks, and next steps throughout the sales cycle.
  • Support partner and customer decision-making through technical expertise and strategic guidance.
• CRM Management & Business Reporting
  • Maintain accurate and timely CRM documentation for partner engagements, opportunities, technical activities, and account plans.
  • Track opportunity progression, next steps, and key stakeholder interactions throughout the sales lifecycle.
  • Ensure opportunity and account information is consistently updated to support accurate forecasting and pipeline visibility.
  • Support business reporting, pipeline reviews, forecasting activities, and operational planning processes.
  • Maintain high standards of data quality, accountability, and documentation across assigned partner accounts.
• Statement of Work (SOW) Development
  • Create, review, and approve Statements of Work (SOWs).
  • Ensure scope clarity, technical feasibility, project assumptions, dependencies, deliverables, and success criteria are clearly defined.
  • Validate solution readiness prior to project initiation.
  • Ensure presales commitments align with delivery capabilities and business objectives.
• Risk Management & Governance
  • Identify technical, operational, financial, and delivery risks early in the sales cycle.
  • Develop risk mitigation strategies and escalation plans.
  • Ensure solutions meet governance, security, compliance, and architectural standards.
  • Maintain accountability for technical quality and solution integrity.
• Technical Enablement & Mentorship
  • Mentor and coach Sales Engineers through solution reviews and technical guidance.
  • Share best practices and support the development of technical capabilities across the organization.
  • Provide leadership and influence without direct ownership of execution tasks.
  • Help elevate technical standards and presales excellence across partner-facing teams.

Measures of Success

Success in this role is demonstrated through:

• Building and maintaining strong, trusted advisor relationships with assigned AWS partners.
• Consistent contribution to qualified pipeline growth and opportunity creation.
• Effective advancement of opportunities through the sales lifecycle.
• Growth in AWS adoption and consumption within assigned partner accounts.
• Positive influence on services revenue growth and business outcomes.
• Development and execution of strategic account plans and cloud growth initiatives.
• Accurate CRM documentation, forecasting, and opportunity management.
• Delivery of high-quality technical leadership, solution architecture, and presales excellence.

Requirements

• Bachelor's degree in Computer Science, Engineering, Information Technology, Business, or a related field; equivalent experience will be considered.
• 8+ years of experience in Sales Engineering, Solutions Engineering, Cloud Architecture, Technical Consulting, Infrastructure Engineering, or related technical roles.
• 6-8+ years of experience designing, validating, implementing, or supporting AWS cloud solutions.
• Demonstrated experience serving as a trusted technical advisor to customers, partners, or senior stakeholders.
• Proven experience leading complex presales engagements, solution development, technical discovery, and strategic consulting discussions.
• Experience building relationships and driving business growth within customer or partner accounts.
• Proven ability to identify, qualify, influence, and advance new business opportunities.
• Experience conducting account planning, business strategy development, growth planning initiatives, or pipeline management activities.
• Strong consultative selling and solution-oriented engagement skills.
• Ability to connect technical solutions to business outcomes, revenue objectives, and strategic priorities.
• Strong understanding of AWS services, cloud-native architectures, and cloud transformation strategies.
• Knowledge of cloud infrastructure, networking, security, identity management, governance, and resiliency principles.
• Strong communication and presentation skills, with the ability to engage both technical and business audiences.
• Demonstrated ability to influence decision-makers and build credibility with executive stakeholders.
• Strong business judgment, problem-solving abilities, and independent decision-making skills.

Preferred Qualifications

• AWS Certified Solutions Architect – Professional (preferred)
• AWS Certified Solutions Architect – Associate
• AWS Certified DevOps Engineer – Professional
• AWS Certified Advanced Networking – Specialty
• AWS Certified Security – Specialty
• Experience supporting AWS Partner Network (APN) partners, Managed Service Providers (MSPs), Value-Added Resellers (VARs), Systems Integrators, or Consulting Partners.
• Experience in channel sales engineering, partner development, strategic alliances, business development, or cloud consulting.
• Experience building joint business plans, growth strategies, or go-to-market initiatives.
• Knowledge of AWS funding programs, partner programs, marketplace motions, and incentive programs.
• Familiarity with Infrastructure as Code (IaC), DevOps, and cloud automation practices.
• Experience reviewing services proposals and Statements of Work.

Pay

The typical base pay range for this role across the U.S. is USD $102,000.00 - $173,400.00 per year. The applicable base pay range will depend on the candidate’s primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, including the complexity and responsibility of the role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range.

Benefits

• Merit increases, annual bonus or sales incentives, and long-term incentives (for eligible roles).
• Healthcare benefits
• Paid time off
• Parental leave
• 401(k) plan and company match
• Short-term and long-term disability coverage
• Basic life insurance
• Wellbeing benefits