Sr Mgr. Sales Execution - AWS​/Azure

About the Team:

This team is the technical engine of our services-led revenue motion. We sit inside cloud services and pair directly with the sales organization under an SE/Seller model, so every Sales Engineer is tied to a seller and to a number.

The team's role is to generate qualified services pipeline through architectural credibility and partner intimacy, then carry solution quality all the way through to delivery handoff. We work across both the AWS and Microsoft Azure ecosystems, and we collaborate cross-functionally with Sales, Services Delivery, Vendor Alliances, and Operations. The Manager owns that pipeline target and services GP number end-to-end and is the standards-setter for presales quality across the team.

Real, current hands-on cloud architecture across AWS and/or Azure. Landing zones, identity, networking, migration, modernization, data, security. Must be technically current and able to lead or shadow as architect on the most complex deals. Genuine leadership of senior technical talent. This is a coaching role through deal reviews, ride-alongs, and post-mortems. Comfort owning a revenue number with forecast discipline.

The team's services pipeline target is theirs end-to-end, including weekly forecast accuracy. Partner-led / channel selling instinct. We sell through partners, not just to them. A candidate whose whole career has been direct enterprise selling will struggle with the channel motion. Someone with only vendor or disty experience will struggle. Must have MSP/Channel experience
.

vCIO-caliber advisory range. Can hold a strategy, modernization, security, Fin Ops, and governance conversation credibly with anyone from a 15-person MSP to a mid-market CIO.

A typical week runs across four buckets.

• First, hands-on deal work: whiteboarding architecture, framing the business case, and validating SOWs and presales assumptions on the largest, highest-risk engagements, plus serving as escalation when things get complex.
• Second, team development: deal reviews, ride-alongs, post-mortems, and direct technical coaching of the Senior SEs.
• Third, pipeline and forecast: jointly running the SE/Seller pairing model with the Sales Manager, managing conversion and deal velocity, and keeping the forecast honest.
• Fourth, funded-program and standards work: using all vendor funding (AWS MAP, MAP for Windows, OLA, ECIF, MFP, Fast Track, Azure Migrate & Modernize, Solution Assessments) and enforcing Well-Architected and Cloud Adoption Framework standards across the team.

• Hands-on as lead or shadow architect on the largest, most complex partner and customer engagements, whiteboarding architecture, framing the business case, and routing the work.

• Accountable for the team’s services pipeline target end-to-end, from generation through qualification to handoff with weekly forecast accuracy.

• A coach who develops Senior Sales Engineers through deal reviews, ride-alongs, post-mortems, and direct technical leadership, building the team’s ceiling, not just the floor.

• A revenue partner with the Sales Manager, jointly owning the SE / Seller pairing model, pipeline-to-close conversion, and deal velocity.

• The owner of technical presales quality, setting and enforcing architectural standards, validating SOWs and presales assumptions, and serving as escalation on complex or high-risk deals.

• A practitioner of best-practice frameworks, anchoring engagements on AWS and Microsoft Well-Architected and Cloud Adoption Frameworks.

• Hands-on cloud architecture skills across AWS and / or Microsoft Azure, landing zones, identity, networking, workload migration, application modernization, data, and security.

• vCIO advisory capability, business case…