Business Development Manager: AWSWe are looking for an experienced Cloud Business Development Manager - AWS to drive our business growth through strategic vendor alignment, AWS marketplace management, and sales enablement.
The ideal candidate will play a pivotal role in aligning vendor strategies, developing business plans, executing go-to-market initiatives, and fostering collaboration between internal business units.
This role requires deep expertise in AWS, a strong background in cloud sales, and the ability to manage both business operations and technical partnerships.
KEY RESPONSIBILITIES:1. Vendor Strategy Alignment: Act as the primary point of contact for AWS vendor relationships.Align company objectives with AWS's strategic goals, ensuring mutual growth and business development.Work closely with AWS Partner teams to drive co-selling, joint solutions, and funding opportunities.Foster long-term strategic relationships with AWS teams, keeping up with new services, programs, and incentives.2. Business Planning & Execution: Develop and execute comprehensive business plans to drive cloud adoption and increase AWS revenue.Identify growth opportunities through market analysis, competitive insights, and industry trends.Work closely with finance and leadership teams to set quarterly and annual targets, ensuring alignment with company objectives.Lead the execution of the business plan, ensuring measurable outcomes and performance tracking.3. Internal BU Alignment: Collaborate with internal Business Units (BUs) to align cloud services offerings and go-to-market (GTM) strategies.Ensure that cross-functional teams (sales, technical, marketing, and product) are aligned with AWS-related initiatives and objectives.Facilitate internal communication and knowledge sharing to maximize cloud service offerings across BUs.4. AWS Marketplace Offer Creation and Management: Lead the creation and management of cloud solutions within the AWS Marketplace.Ensure smooth onboarding and listing of products in AWS Marketplace, optimizing offers for better customer reach.Monitor and optimize marketplace listings to drive traffic, visibility, and revenue growth.Manage pricing strategies and promotions to maximize sales and customer engagement.5. Marketing Initiatives (Demand Generation & Vendor Events): Drive demand generation campaigns in collaboration with AWS and internal marketing teams.Organize and manage vendor-sponsored events, roundtables, webinars, and cloud summits to promote AWS services and solutions.Create targeted marketing campaigns focused on customer acquisition, awareness, and engagement in AWS services.Work with AWS and internal marketing teams to leverage MDF (Market Development Funds) for marketing initiatives.6. Sales Enablement: Equip sales teams with the necessary tools, knowledge, and resources to effectively sell AWS services.Conduct regular training, workshops, and webinars for internal sales and technical teams.Develop and distribute sales enablement content, such as presentations, case studies, and whitepapers, to drive AWS cloud adoption.Partner with AWS sales teams to execute joint sales strategies, co-selling activities, and solution pitches.7. Pipeline Management & Forecasting: Own the sales pipeline for AWS-related deals, ensuring accurate tracking and reporting of all opportunities.Work closely with sales teams to drive pipeline development and accelerate sales cycles.Provide detailed forecasts and insights to senior leadership, highlighting trends, risks, and opportunities within the pipeline.Maintain close alignment with AWS teams to manage joint opportunities and track co-selling efforts.8. Consumption Management & Billing: Monitor and manage AWS consumption for clients, ensuring optimization of cloud resources and cost efficiency.Oversee client billing processes, ensuring accurate invoicing and reporting for AWS services.Provide clients with insights into their consumption patterns and recommend cost-saving strategies through AWS Reserved Instances, Savings Plans, and other pricing models.Manage AWS billing reconciliation and work with finance teams to ensure compliance with contractual agreements.SOFT SKILLS: Strong customer service orientation and adaptability to changing customer needs.Excellent problem-solving and analytical skills.Strong communication and interpersonal skills.Ability to work effectively in a collaborative team environment.Project management skills and the ability to manage multiple priorities.Key Qualifications Educational Qualifications: Certification: AWS Cloud Practitioner (critical), AWS Certified Solutions Architect (preferable).Experience: 2+ years of experience in cloud business development, sales, or account management, with a focus on AWS.AWS Knowledge: In-depth understanding of AWS services, pricing models, and partner ecosystem.Vendor Management: Proven experience in managing vendor relationships, particularly with AWS or other major cloud providers.Business Acumen: Strong ability to develop and execute strategic business plans with measurable outcomes.Sales Enablement: Experience in enabling sales teams and driving revenue through cloud solutions.Market Expertise: Familiarity with AWS Marketplace and the process of creating, listing, and optimizing cloud offers.Communication Skills: Exceptional verbal and written communication skills, with the ability to influence both internal and external stakeholders.Analytical Skills: Strong analytical mindset with experience in pipeline management, forecasting, and consumption monitoring.Marketing Experience: Experience in demand generation, event planning, and leveraging MDF for cloud services marketing.Behavioral Competencies Presentation skills (articulate the Cloud and vendor specific value proposition)AWS Certification (e.g., AWS Certified Solutions Architect, AWS Certified Cloud Practitioner).Experience working with or within the AWS Partner Network (APN).Familiarity with CRM tools (Dynamics 365, Salesforce, HubSpot) for pipeline management and forecasting.Knowledge of cloud billing models, financial forecasting, and consumption-based pricing strategies.Development and marketing of products and solutions (Marketplace)Location and Travel The role is Johannesburg based (CPT will be an exception).Flexible but required to work in office at minimum twice a week.Languages English
About UsAltron combines technical expertise with in-depth customer understanding to provide highly differentiated technology solutions that assist our customers to digitally transform.
Founded in 1965, Altron has a direct presence in South Africa, the Middle East and Australia. In addition, the group's strategic partnerships with leading international technology companies gives it access to leading technology capabilities.
Most of the group's revenue and headcount is derived from the local market in South Africa, where Altron is headquartered. The group's primary focus is in providing innovative solutions, across a range of verticals, that have a meaningful impact on society by addressing challenges facing communities in South Africa and beyond.
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