Vice President of Sales (AWS

Vice President Of AWS Sales

Kavaliro is seeking a strategic and results-driven Vice President of AWS Sales for our client to lead and grow its AWS partnership across North America. This executive will be responsible for driving revenue through the AWS partner ecosystem, expanding relationships with AWS field teams, and developing a scalable co-sell strategy that generates new business opportunities. This is a hands-on leadership role that begins with direct ownership of AWS-generated sales opportunities while laying the foundation for a high-performing AWS-focused sales organization.

The ideal candidate is equally comfortable building executive relationships within AWS, presenting business transformation strategies to C-level clients, and creating the operational framework needed to scale a successful partner channel.

Key Responsibilities:

• Own the AWS-sourced and AWS-influenced revenue goals for the North American market.
• Develop sales forecasts, pipeline strategies, and growth plans to consistently achieve revenue objectives.
• Personally manage key opportunities during the initial phase of the role before transitioning into broader leadership responsibilities.

Strengthen the AWS Partnership:

• Build and maintain strong relationships with AWS Partner Development Managers (PDMs), account teams, and industry specialists.
• Establish a structured co-sell process that includes account planning, regular pipeline reviews, and joint customer engagement.
• Increase visibility and credibility within the AWS ecosystem to position our client as a preferred services partner.

Lead Strategic Sales Efforts:

• Manage AWS-generated opportunities from initial introduction through contract execution.
• Sell complex consulting and professional services engagements, often involving executive stakeholders and enterprise-level organizations.
• Identify customer business challenges and align solutions around cloud modernization, artificial intelligence, and digital transformation initiatives.

Leverage AWS Programs:

• Utilize AWS programs such as Migration Acceleration Program (MAP), Proof of Concept funding, Marketplace Private Offers, and available partner incentives to strengthen customer proposals and accelerate sales cycles.

Pipeline & Forecast Management:

• Maintain an accurate sales pipeline and forecasting process within the CRM.
• Ensure opportunities are properly qualified and progress through the sales cycle with disciplined deal management.

Influence Go-to-Market Strategy:

• Share market intelligence gathered through AWS relationships to help shape service offerings, vertical strategies, and sales priorities.
• Provide feedback on emerging AWS initiatives and industry trends that create new growth opportunities.

Build & Lead the Team:

• Develop the hiring strategy for an AWS-focused sales organization.
• Recruit, mentor, and lead a high-performing team as the AWS sales channel expands.
• Establish sales processes, performance expectations, and operating cadence for long-term success.

Qualifications:

• 10+ years of enterprise technology sales experience within consulting, cloud services, or professional services organizations.
• At least 5+ years of experience working within the AWS partner ecosystem.
• Proven ability to develop revenue through AWS co-sell relationships and partner-led sales initiatives.
• Demonstrated success closing complex enterprise services engagements valued at $1M or more.
• Strong understanding of cloud modernization, AI, and digital transformation initiatives, with the ability to communicate business value to executive decision makers.
• Experience collaborating with technical delivery teams throughout complex solution sales.
• Entrepreneurial mindset with experience building new sales channels, developing repeatable processes, and scaling teams.
• Excellent executive communication, presentation, negotiation, and relationship-building skills.

Education:

• Bachelor's degree in Business, Marketing, or a related discipline, or equivalent professional experience.
• AWS Cloud Practitioner certification is preferred but not required.

Travel:

• Approximately 30% travel throughout North America for client meetings, AWS partner events, and internal business activities.

Leadership Responsibilities:
This position does not initially include direct reports; however, the successful candidate will be expected to recruit, build, and lead an AWS-aligned sales organization within the first 6 to 12 months.

Compensation & Benefits:
Our client offers a competitive compensation package that includes:

• Comprehensive medical, dental, and vision insurance
• 401(k) with company matching
• Unlimited paid time off and company-paid holidays
• Professional development and certification reimbursement
• Employee and client referral incentive programs

Kavaliro provides Equal Employment Opportunities to all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual…