Business Development Manager- AWS

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We've grown every year since, and today we're proud to be a $15 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI's concierge approach to help them solve what's next. But the heartbeat of SHI is our employees - all 6,000 of them. If you join our team, you'll enjoy :

Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

Continuous professional growth and leadership opportunities.

Health, wellness, and financial benefits to offer peace of mind to you and your family.

World-class facilities and the technology you need to thrive - in our offices or yours.

Job Summary

The AWS Service Business Development Manager will lead SHI AWS professional service opportunity identification, in partnership with the local AWS SMB sales representative, and pass these along to the AWS services teams at SHI.

The AWS Services BDM will provide education and enablement to local AWS SBM sellers, build lasting partnerships, and work regularly on-site in AWS offices.

The AWS Services BDM will build top of funnel AWS professional services pipeline, validating each solution is properly scoped, and engaging SHI AWS Services Sales team to further scope and close opportunities delivered by SHI or its partners.

This position is a Hybrid / remote role where a significant amount of time will be spent in AWS HQ1 (Seattle, WA) and AWS HQ2 (Arlington, VA). Must be located in Seattle, Washington, or the Washington / Arlington Area.

Role Description

Identify and scope AWS opportunities with customers and internal teams to optimize engagement profitability.

Foster collaboration amongst AWS SMB Sellers in market, SHI resources, SHI sellers, and partners.

Propose SHI service solutions or partners to deliver the ideal customer business outcome.

Have a clear understanding of SHI's AWS offerings and value.

Have a clear understanding of SHI's partner network and their capabilities.

Serve as the key point of contact for new opportunities.

Serve as the key point of contact for local AWS SMB Sellers.

Establish a rapport, confidence, and relationships with local AWS SMB Sellers.

Foster and maintain overall accountability for successful engagement discovery and hand off.

Serve as the expert in the company's value, methodology and processes

Set clear communications to the customer as needed throughout project identification.

Review key documentation provided by customer, translate technical and business requirement and propose next steps for engaging with SHI.

Provide pipeline and monthly forecast to SHI Leadership.

Align with Sales to identify, qualify and ensure projects are relevant, accurately estimated and prioritized during the proposal phase.

Research and expand current opportunities and identify new opportunities

Assist sales representatives by providing product support, program information, and competitive advantages for pending opportunities.

Drive overall business growth for the specific OEM partner or business category by developing strategic programs, campaigns, and initiatives.

Create and deliver trainings, presentations, and account mapping sessions for customers and sales teams.

Monitor and manage sales pipelines, opportunities, and deals, ensuring alignment with partner sales goals and initiatives.

Represent the brand and partner(s) to company leadership, customers, and at industry events to enhance brand awareness.

Build and foster strong business relationships with decision-makers and influencers across target accounts and partner organizations.

Educate the sales force on partner tools, products, and programs to enhance sales efforts and partner alignment.

Lead and participate in partner customer calls, presentations, and meetings to support new business development.

Analyze data to identify key trends and insights, using them to inform business strategies and resolve partner success issues.

Coordinate and maintain sales training programs, including creating and updating training materials for sales representatives and customers.

Behaviors and Competencies

Reporting : Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.

Training : Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.

Relationship Building : Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.

Problem-Solving : Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

Results Orientation : Can set personal goals and work towards them, achieving results consistently.

Analytical Thinking : Can apply critical thinking to analyze data, identify patterns, and make basic inferences.

Data Analysis : Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.

Teamwork : Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.

Communication : Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

Time Management : Can generally use time effectively and is working towards improving task prioritization and deadline management.

Skill Level Requirements

The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate

Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate

Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Other Requirements

Completed Bachelor's Degree or relevant work experience required

1+ year of experience in a similar role

Minimum 1+ years' experience in successful consultative selling and account development

Previous experience in Consulting and / or Services Sales team is preferred

Previous experience and familiarity with AWS solutions from a presales capacity

Ability to travel to SHI, Partner, and Customer Events

Ability to travel 15%

Ability to work flexible hours

The base salary for this position is $65,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus / commissions, are $130,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity - M / F / Disability / Protected Veteran Status