Company
Business Development
ChannelSalesRepresentative
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“Channel Sales Representative. Skills: Channel Sales, AWS Partnership, Enterprise Sales, Relationship Management. Drive revenue growth through strategic AWS partner relationship. Focus on the enterprise segment — companies with $100M–$1B in annual revenue”
What You'll Achieve.
Drive revenue growth through our strategic AWS partner relationship; Uncover and win net new logos; Ultimately driving increased revenue growth through our AWS Cloud Sales Center (CSC) partnership; Grow revenue through AWS CSC teams, with a focus on enterprise accounts; Conduct a minimum of 10 meetings per week with AWS CSC customer segments; Ensure successful delivery of AWS-sourced projects; Ensure opportunities are properly tracked in ACE (APN Customer Engagement) system in compliance with AWS CSC-funded program requirements
Industry & Context.
Ability to connect business challenges to AWS and Innovative Solutions capabilities in real time
What They're Looking For.
Must Have
Bachelor's degree in Business, Marketing, Computer Science, or related field, 1–3 years of experience in technology sales, preferably in cloud services or SaaS with an enterprise or mid-market focus, Demonstrated success in building and managing partner relationships, particularly within the AWS or hyperscaler ecosystem, Understanding of AWS / hyperscaler services and the partner ecosystem, Excellent communication, presentation, and negotiation skills with the ability to hold credible conversations with C-suite and VP-level stakeholders, Ability to understand technical concepts and translate them into business value for enterprise audiences, Experience with CRM systems (Salesforce preferred)
Nice to Have
AWS Certifications (Cloud Practitioner required upon Solutions Architect or Business Professional preferred), Experience selling cloud migration, AI solutions, or managed services into enterprise accounts, Prior experience at an AWS Partner organization, Established relationships within the AWS partner network, Familiarity with AWS Marketplace, Private Offers, and ACE (APN Customer Engagement) system, Experience navigating enterprise procurement, security review, and contracting processes, MBA or other advanced degree
What You'll Do.
Drive revenue growth through strategic AWS partner relationship
Focus on the enterprise segment — companies with $100M–$1B in annual revenue
Develop and nurture relationships with AWS to uncover and win net new logos
Drive increased revenue growth through AWS Cloud Sales Center (CSC) partnership
Develop and execute strategic plans to grow revenue through AWS CSC teams
Build and maintain relationships with AWS CSC sales schedule
strategic prospecting into named enterprise accounts
Qualify opportunities by uncovering business needs
and organizational dynamics
Set qualified meetings for senior sales and technical teams
Educate customers on Innovative's cloud and AI capabilities
Drive adoption of AWS Marketplace Self-service and Private Offers
Collaborate with internal teams to ensure successful delivery of AWS-sourced projects
Create and deliver compelling presentations and proposals
Track and report on sales metrics
Ensure opportunities are properly tracked in ACE system
Sell the value of Innovative Solutions to both AWS and potential enterprise customers
Navigate enterprise procurement and contracting processes
Represent Innovative Solutions at industry events
and networking opportunities
Stay current on AWS services
and competitive landscape
How You'll Work.
Team & Collaboration
Collaborate with internal teams to ensure successful delivery of AWS-sourced projects; Set qualified meetings for senior sales and technical teams, ensuring smooth handoffs
Communication Scope
Excellent communication, presentation, and negotiation skills with the ability to hold credible conversations with C-suite and VP-level stakeholders; Ability to understand technical concepts and translate them into business value for enterprise audiences; Create and deliver compelling presentations and proposals; Demonstrate the ability to whiteboard and solution-frame in real time with senior leaders
Process & Methodology
Ability to manage multi-stakeholder, multi-quarter enterprise pursuits with patience and strategic discipline
Full Job Description
## Description About the Role We are seeking a dynamic and strategic Channel Sales Representative to join our team and drive revenue growth through our strategic AWS partner relationship. In this role, you will focus on the enterprise segment — companies with $100M–$1B in annual revenue — developing and nurturing relationships with AWS to uncover and win net new logos, ultimately driving increased revenue growth through our AWS Cloud Sales Center (CSC) partnership. This is a consultative, relationship-driven sales motion targeting complex enterprise organizations with multi-stakeholder buying committees and longer deal cycles. Success in this role requires executive-level presence, the ability to navigate enterprise procurement processes, and the skill to connect business challenges to AWS and Innovative Solutions capabilities in real time. Responsibilities Develop and execute strategic plans to grow revenue through AWS CSC teams, with a focus on enterprise accounts ($100M–$1B revenue) Build and maintain strong relationships with AWS CSC sales teams; schedule and conduct a minimum of 10 meetings per week with AWS CSC customer segments Conduct targeted, strategic prospecting into named enterprise accounts — identifying, researching, and multi-threading relationships across key stakeholders (CIO, CTO, CISO, VP Engineering, Procurement) Qualify opportunities by uncovering business needs, budget, timeline, and organizational dynamics across enterprise buying committees Set qualified meetings for senior sales and technical teams, ensuring smooth handoffs and pursuit of multi-quarter enterprise engagements Educate customers on Innovative's cloud and AI capabilities, with emphasis on our AWS competencies including Generative AI, Migrations, DevOps, and Networking Drive adoption of AWS Marketplace Self-service and Private Offers within enterprise accounts Collaborate with internal teams to ensure successful delivery of AWS-sourced projects Create and deliver compelling pres
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