AWS Sales Leader/Manager

About Trantor

Trantor is a Menlo Park-based IT Services organization with more than 800 employees globally. Our specialty lies in building dedicated Centers of Excellence to optimize Product development, Technology operations, and Marketing operations for our customers like Google, McKesson, Thomson Reuters, VMWare, Lending Point (and 40 more). Our CoE’s span across AWS Cloud Operations, AI/ML as a Service, Robotic Process Automation, FinTech, MarTech, and Product Co-Development services. We are a team of passionate technologists who are solution-oriented, customer-centric team players with respect for all our people and ownership to help solve our customer's problems.

At Trantor we are on a mission – Optimize our customer's cloud journey and infrastructure based on 3 primary levers – Security, Cost, and Compliance. Our groundbreaking technology, service delivery, and intelligence gathering with our innovations in machine learning and AI-based solutions help customers. We have earned numerous honors and top rankings for our technology, organization, and people – clearly confirming our industry leadership and our special culture driving it. We also offer flexible work arrangements to help our people manage their personal and professional lives in a way that works for them. So, if you’re ready to work on unrivaled technology where your desire to be part of a collaborative team is met with a laser-focused mission to stop breaches and protect people globally, let’s talk.

Please visit https://trantorinc.com for more details.

About The Role
This role is part of Trantor’s AWS Leadership team and critical in driving Trantor’s partnership and business with Amazon Web Services (AWS). You will be responsible for building and nurturing a strategic relationship with the AWS partner and field team as well as enabling the programs within the Trantor sales teams, to drive new logos and bookings with AWS and through the AWS Marketplace.
This position is open to candidates located in US / Canada.

Requirements

Key Objectives And Major Responsibilities

• Lead the day-to-day relationship and business development activities with AWS Partner team, AWS field teams and Trantor field teams across North America.
• Drive sales alignment between AWS and Trantor’s sales team, i.e., joint account planning and execution.
• Be the expert in the AWS sales messaging, motion, and organizational alignment. Create and communicate differentiated value propositions and messaging for Trantor solutions together with Amazon Web Services (AWS)
• Develop and execute joint programs or activities to generate sales alignment and new customer logos & bookings through co-selling activities with AWS and through AWS Marketplace.
• Use internal and external resources to effectively position Trantor as a leader/partner of choice within AWS
• Be entrepreneurial – Identify and pursue new market opportunities with AWS, and Trantor’s sales team and reseller community

Performance Metrics

• Incremental pipeline created from AWS-oriented initiatives
• New customer logos and bookings with APN and through AWS Marketplace
• ROI from activities and investments selected to implement at and with AWS

Capabilities and Competencies for Success

• Individual contributor who must be willing to roll up your sleeves and get things done
• Strong working knowledge of AWS – people and sales motion in particular, or similar experience with Azure/GCP/other cloud offerings
• 10+ years of experience with enterprise software field sales/alliances/business development
• Results-oriented and self-motivated, able to think strategically and execute tactically
• Proficient with excel and possesses strong analytical, project management, verbal, written and presentation skills
• Can effectively communicate value propositions and drive initiatives across diverse audiences
• Demonstrated success in implementing end-to-end activities involving multiple products, groups, audiences and deliverables
• >50% travel is expected