Business Development, AWS Public Sector - West

Business Development Executive

Accelerate your career. Join the organization that's driving the world's technology and shape the future.

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.

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 the US. The BDE will be managing a book of AWS PS partners either holistically 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 present in both technical and non-technical terms to large and small audiences.
• Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage projects, manage detail, manage relationships and resources, and set realistic and achievable goals/objectives and timelines.
• Ability to travel is required - conduct in person customer engagements on regular basis.

Requirements:

A high school diploma (or equivalent) required, bachelor's degree preferred. Minimum of six years previous strategic, outside sales, account management…