Client Manager - BDM - AWS

Position Summary:

Cloud BDM will be responsible for driving growth in Ingram Micro’s cloud business through channel partners & vendors. This role involves identifying new cloud opportunities, building strategic relationships, executing go-to-market plans, and ensuring revenue & margin targets are met. The BDM must combine technical understanding of cloud services with sales acumen in a partner / distribution environment.

Key Responsibilities:

• Drive AWS Cloud Adoption: Identify, recruit, and onboard new partners to expand AWS cloud business through the distributor channel.
• Sales Enablement & Training: Equip partners with AWS product knowledge, sales strategies, and technical capabilities through enablement programs, workshops, and certifications.
• Go-to-Market Strategy Execution: Collaborate with AWS and partners to design and implement joint GTM plans, demand generation campaigns, and incentive programs.
• Revenue Quota Attainment by hunting new partners & developing existing ones.
• Pipeline Development & Management: Build and manage a robust sales pipeline across assigned territories or partner segments, ensuring consistent growth and revenue targets.
• Stakeholder Management: Maintain strong relationships with AWS account teams, internal stakeholders, and partner executives to drive alignment and business outcomes.
• Market Intelligence & Reporting: Monitor cloud market trends, competitor activities, and partner performance; provide regular reports, forecasts, and strategic insights to management. Collaborate with marketing to design demand generation campaigns, events, webinars, content.
• Leverage vendor funding and incentives (e.g. MAP, OLA) to drive adoption.
• Negotiate commercial terms, pricing, SLAs and close deals.
• Understand and promote ancillary cloud services: migrations, modernization, security, cost optimization, managed services.
• Work with internal teams to build scalable repeatable service models.
• Ensure quality of cloud delivery through alignment with operations / service teams.

Required Qualifications:

• Bachelor’s degree in engineering, Computer Science, Business, or related field.
• MBA / Postgraduate degree is a plus.

Work Experience:

• 5 to 8 years in cloud sales / IT services / solution sales / business development.
• Experience in channel / partner sales / distribution environment.
• Track record of meeting or exceeding sales / revenue / margin targets.
• Experience with cloud vendor (AWS) and their partner programs.
• Familiarity with cloud services (migration, modernization, security, managed services).
• Exposure to large / enterprise deals and deal structuring.

Skills & Attributes:

• Excellent communication, negotiation, and influencing skills.
• Strong analytical mindset and data-driven decision making.
• Ability to build relationships at multiple levels (vendors, partners, customers).
• Strategic and commercial acumen, with ability to see both big picture and execution detail.
• Self-motivated, result-oriented and entrepreneurial mindset.
• Ability to work in fast-paced, ambiguous environment.
• Flexibility to travel as needed.

Certifications (Desirable):

• AWS Professional certifications.
• Partner / Cloud vendor program certifications.