BDM - Cloud

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.