AWS Co-Selling Manager
Job Description
We are looking for a sales leader that can drive the Sumo Logic Co-sellers specialist team, who is responsible for generating pipeline and revenue thru co-selling engagements with AWS field organizations.
This leader will manage a team of regional AWS Co-sellers to make sure they meet defined financial targets, including the number of AWS originated opportunities (AO), pipeline, and ARR. To be successful this person will leverage relationships and influence throughout AWS to identify and prioritize the sales plays and regions where the Sumo Co-sellers will execute co-selling motions. Professional relationships are critical across the AWS organization, including Regional Directors, ISV Sucess Managers (ISMs), Partner Sales Managers (PSMs), and Cloud Sales Center (CSC).
Responsibilities
- Lead strategy development and tactical execution of co-selling and co-marketing motions for North America
- Support and execute the regional strategies which include enablement, driving net new revenue, supporting strategic go-to-market plays, working cross-functionally and collaboratively both internally and externally
- Establish direct lines of communication between Sumo Logic and the AWS field to accelerate execution.
- Build pipeline and generate new revenue against a quota, focusing mostly on new logo clients
- Partner with Sumo Logic Marketing to support joint marketing initiatives with internal sales and marketing teams as well as external partner marketing teams
- Communicate regularly with Sumo Logics’s Go-to-Market team, partner sales operations, and executive teams
- Establish inbound registration quotas (number and ARR) for Co-sellers and manage the team to achieve the quotas on a quarterly basis
- Track, manage, and report on KPIs for co-selling motions
- Provide coaching to the Co-seller team to attain their goals and grow professionally
- Meet regularly with AWS field leadership to review and manage the co-selling pipeline
- Participate in Sumo Logic regional QBRs to share the state of the co-selling engagements and help Sumo teams leverage AWS more effectively
- Interact with Sumo sales leaders to 1) brief them and align them on strategic initiatives/programs we run with AWS and 2) hold Sumo sellers accountable for opportunities AWS brings to Sumo
Job Requirements
- Previous experience as a manager for a sales team or a partners sales team
- People skills to motivate Co-sellers and help them achieve their potential
- Understanding and working knowledge of AWS’ ecosystem including cloud technologies, APN portal, sales organization, APO Organization and AWS Marketplace
- Self-driven to reach out to different AWS teams to define co-selling activities
- Strong collaboration skills and proven ability to influence others
- Organization skills to manage multiple co-selling activities in parallel
- Data-driven to measure and report progress on co-selling activities
- Knowledge of cloud computing architectures and AWS services
- Excellent written and verbal communication skills to keep all the constituents (Sumo/AWS PSMs, Sales and Alliances) informed and engaged
- Thrive in a fast-paced, high-growth environment
- Good at conflict resolution to resolve impasses and help teams move forward
