Director Sales - AWS

About Trantor

Founded in 2009, Trantor is a leading software services company headquartered in Menlo Park, California. We deliver innovative technology solutions which enable our clients to achieve their business objectives holistically keeping the big picture in the front and center.

People working at Trantor practice pragmatism in software engineering and focus on customer success. This has led to extremely positive long-term working relationships with our clients and solution partners. They participate in different forums at Trantor to solve complex business and algorithmic problems across business domains. They also actively participate in and nurture the local tech communities.

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

Why work at Trantor

• We value diverse perspectives and hire to enrich our teams with new ideas and perspectives.
• Your learning is a top priority. We actively structure teams and projects to maximize individual growth and opportunities.
• You are encouraged to communicate openly and share opinions irrespective of your role or designation..
• Good work/life balance - We have strong work ethics towards our customers; at the same time we also value your life outside of work.
• Many of us have worked together at previous companies, and choose to work together again and again because we respect one-another.

Requirements

The Trantor AWS Cloud team is a key growth engine within Trantor and as such we are seeking talented people to join us and bring their cloud selling skills. As a member of our Asia Pacific and US Cloud Team, this is a senior leadership position that engages across a matrixed organization inclusive of AWS SaaS business units and critical supporting functions such as services, engineering, marketing, enablement, professional services in addition to our multi-cloud partner ecosystem. This role requires a strong understanding of complex field organizations across sales, engineering, customer success, and ecosystem partners as well as proven leadership experience, executive presence, and outstanding cross-group collaboration. Prior experience in a leadership position working with AWS is a must. We thrive on building great relationships; truly understanding our customers and building value as we help customers achieve great outcomes. We are passionate about our customers and our team. We're also passionate about culture, diversity, and flexibility because we know this drives high-performing teams who achieve outstanding results.
The successful candidate will be a ‘Strategic Doer’ with great energy, initiative, and leadership qualities that inspire teaming and trust to influence cross-functional teams.
We are seeking a dynamic leader with a proven track record of at least 8 – 10 years in AWS Sales. The cloud sales team needs someone who truly believes and can demonstrate they work on behalf of the team.

Responsibilities

• Accountable for achieving Trantor’s bookings and revenue consumption targets for AWS in APJ/US.
• Build and maintain close relationships with AWS in the region
• Identify and engage with high propensity customers and partners
• Responsible for the execution and operationalization of the AWS sales strategy in the APJ/US Market
• Work in close collaboration with regional Cloud leadership.
• Run a weekly forecasting cadence to provide visibility to Trantor’s leadership of sales pipeline status and plan to achieve targets, as well as upside and downside risks to achieving targets.
• Be operationally excellent in the day-to-day running of the business including (but not limited to) forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing.
• Act as a business partner with corporate functions including Finance, Deal Desk, Legal Sales Operations, Global Support Services, Renewals, and Human Resources.

Required Skills

• Minimum 8 -10 years in managing quota-carrying AWS cloud sales teams with demonstrated achievements
• Should have worked through the APN (AWS sales portal for partners) to build and close the deals.
• Experienced managing quota and delivering forecasts
• Proven ability to coach for both short and long-term results
• Advanced skills in strategic and value selling, including managing six and seven-figure transactions
• Experience selling in both a direct and an indirect or channel-driven model
• History of strong relationship building with customers and channel partners
• Proven approach to manage both under-performing and high-performing employees.
• Experience in complex sales campaigns involving multiple resources - sales executives, specialists, overlays, field and inside sales teams
• Self-starter who takes initiative and works with limited direction
• Proven ability to work effectively with and across all levels of business and IT contacts within very large and complex organizations
• A highly trusted individual who maintains and expects high standards for self and team - Analyzes available data and makes decisions that are best for Trantor.
• Education/Experience - BA/BS/ BEng degree or higher
• Holding a valid B1/B2 Visa.