Business Development, AWS Public Sector - West

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Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart. Learn more at www.ingrammicro.com

Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey!

About the Role:

The Ideal candidate will have experience in Public Sector preferably AWS motions in the channel with a partner or a distributor.

This BDE will focus on the West part of US.

The BDE  will be managing a book of AWS PS partners either wholistically or shared with another team member that has the commercial side of the house.

Travel:  25-40% travel / Will meet with partner stakeholders and will attend AWS events that Ingram Micro is a part of as a rep for the business

Field/Remote role.

Compensation: 60/40 split

The Business Development Executive is focused on driving depth and breadth across a category solution and existing partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro’s goals and

outcomes across a category/vendor(s). Your focus will be on cultivating strong relationships with partners and vendors, identifying new business opportunities, and executing sales strategies to retain and expand market share. This role requires a deep understanding of the platform industry, exceptional negotiation skills, and the ability to collaborate effectively with cross-functional teams to achieve category objectives.

Key Responsibilities

• Category Strategy: Develop and execute a category strategy to drive growth and new business development within the category. Identify emerging trends, customer needs, and potential market opportunities to shape

the category’s success.

• New Business Opportunities: Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category’s offerings and market reach.

• Vendor and Partner Relations: Cultivate and maintain strong relationships with key vendors and strategic

partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth.

• Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities. Utilize data-driven insights to make informed decisions and guide category acceleration efforts.

• Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development.

• Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer

experiences.

• Product Portfolio Expansion: Work closely with the product management team to identify opportunities for product expansion or development to meet existing customer demands and capitalize on market trends.

• Xvantage Expertise: Drive insights and actions for reseller partners and vendors. Identifies opportunities to increase usage of the Xvantage platform for both reseller partners and vendors.

• Solution Selling: Focused on a category / portfolio of vendors to build a full solution (vs a specific vendor); Assigned to a vendor, group of vendors and/or accounts.

KNOWLEDGE AND SKILLS:

• Strong understanding of strategic selling principles, order management, project management, and operations.

• Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition.

• Proven success in growing and maintaining year-over-year sales results.

• Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management.

• Effectively able to manage profit and loss concepts and forecasting.

• Excellent verbal and written communication skills, ability to pr…