Sr. Solutions Consultant

Location and work arrangement:
Remote, North East, U.S, Up to 50% Travel

Reports to President & Chief Growth Officer

You'll find, and win new customers for Biz Cloud Experts. You'll be expected to build your book of business through your own relationships, AWS and our channel partners, participating in events and industry conferences, and direct outreach.

This is a quota-carrying hunter role. You will hit your quota through new logo acquisition and expansion. You'll source your own pipeline, lead each pursuit from the first conversation to a signed SOW, and be responsible for clear hand-offs to our delivery team. You will be able to expand and grow business with any new logo you bring in.

Please note that this role requires experience finding and closing net-new logos. Applicants with only a history of managing existing clients will not be considered.

Biz Cloud Experts is an AWS Premier Tier Services Partner and Anthropic Solution Provider, based in Lewisville, Texas, and working with customers since 2012. Our mission is to remove barriers between people, organizations, and their potential. We design, build, and run cloud and AI work inside our customers' own AWS environments: generative and agentic AI, data and analytics, Dev Ops and migration, cloud contact centers on Amazon Connect, managed services, and security.

We hold AWS Competencies in AI, Migration and Modernization, and Dev Ops, plus 18 AWS service delivery designations and programs. Logistics, transportation, retail, and SaaS is where we go deepest. Connected Freight, our platform that connects freight systems and adds AI to quoting, invoice reconciliation, and shrink reduction, is one of our core offerings. We also work with customers in e-commerce and retail, healthcare, financial services, and Fin Tech.

You'll build pipeline through three channels:

• Your own network. The executives, buyers, and technical leaders you've sold to or worked with before.
• AWS and channel partners. AWS account teams, our third-party partners, and channel relationships. You'll register every opportunity in the partner portal and use funding programs where they fit the pursuit. Previous knowledge of AWS programs is required.
• Direct outreach. Research accounts, build your own lists, and reach out by phone, email, Linked In, and in person, including at industry events.

Solutions architects and practice leads join you for discovery and scoping. Our business development rep and marketing team add early-stage support, and you'll work in Salesforce, Apollo.io, AWS Partner Network portal, Anthropic Partner Network portal and other tools. Applicants should not expect marketing inbound leads.

• Build your territory plan. Choose and research the companies you'll pursue, and know each one before you reach out.
• Open new conversations every week. Use your network, partners, and direct outreach to book first meetings, and keep to the weekly activity standards we set together.
• Lead the pursuit. Run discovery, bring in solutions architects at the right time, build the business case, and own the proposal, SOW, pricing, and negotiation with our delivery and legal teams.
• Co-sell with AWS. Be the partner seller AWS field teams want to call, register opportunities in ACE, and use MAP, POC, and generative AI funding to move deals forward.
• Sell to executives and engineers. Present outcomes and trade-offs to the C-suite, and hold your own in a technical conversation about Bedrock, migrations, or Amazon Connect.
• Keep your forecast accurate. Keep pipeline current in Salesforce and call your number accurately every week.
• Win the first engagement, then hand off well. Introduce the customer to delivery and customer success, and stay close to identify additional and future opportunities.
• Be in the field. AWS offices and events, customer sites, and industry events. Expect up to 50 percent travel.

• Five or more years of B2B technology sales, mostly on a new-logo quota, selling professional or managed services, cloud consulting, or complex SaaS.
• A record of building a book from zero. Please be prepared to walk us through the new customers you won, how you sourced your deals, and how you performed against a seven-figure annual quota.
• A prospecting system you run without being asked: how you research, reach out, follow up, and track it.
• Experience in the AWS ecosystem as a partner seller, a former AWS seller, or someone with strong co-sell…