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Partner Sales Manager - AWS
Now hiring

Partner Sales Manager - AWS

About Toptal

Toptal is a global network of top freelance talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and over 40% year-over-year growth, Toptal is the world’s largest fully remote company.

We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.

Position Description

We have an exciting opportunity for a Channel Sales Executive to join the Alliances Team and grow our relationship with AWS. We are looking for a results driven individual with strong solutions sales & business development experience.

The primary objective of the Channel Sales Executive is to develop, manage, and close opportunities with and through AWS. The role will necessitate selling Toptal capabilities and AWS Services directly to clients and prospects of both companies.

This is a remote position. However, we require applicants to reside in-market. We are unable to provide visa sponsorship. Resumes and communication must be submitted in English.

Responsibilities:

Your primary responsibilities will include:

  • Identify, sell, enable, and manage opportunities with AWS as well as our internal Sales, Client Services, and Projects teams.
  • Build relationships with AWS Account Managers
  • Establish productive, professional relationships with key personnel in partner organizations.
  • Meet assigned targets for profitable sales volume and strategic objectives.
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
  • Proactively assess, clarify, and validate partner needs on an ongoing basis.
  • Lead early stage opportunities that best address client and prospect needs while coordinating the involvement of all necessary company and AWS personnel.
  • Drive adoption of company programs with AWS.
  • Help coordinate the development of comprehensive proposals for both unsolicited opportunities and in response to customer RFIs and RFPs.
  • Document and track all activity through web-based Salesforce automation tools including detailed activity reports, setting tasks for follow-up, lead tracking and probability statistics.
  • Update all co-selling opportunities within the APN ACE system and keep AWS Account Managers regularly updated
  • Maintain sufficient knowledge and understanding of the market in which we compete and potential impacts of new and competing technologies.

In the first week, expect to:

  • Onboard and integrate into Toptal.
  • Learn Toptal’s model, our value proposition, and our story.
  • Learn our sales method and our selling process.
  • Work with cross-functional teams to understand how you can utilize our incredible global team to build relationships and drive success with them by utilizing AWS.

In the first month, expect to:

  • Work with the Alliance Team to establish a portfolio strategy.
  • Begin to establish a regular cadence with internal teams and AWS partner managers/sales reps to help proactively identify opportunities.
  • Begin to meet with clients and prospects to articulate Toptal’s AWS capabilities and identify where we can help.

In the first three months, expect to:

  • Uncover new opportunities with existing accounts and target accounts with AWS that result in revenue-generating engagements for Toptal.
  • Begin to build an enablement strategy for internal teams and AWS managers/sales reps.
  • Learn how to maintain excellent data integrity in Salesforce.com.

In the first six months, expect to:

  • Build new and existing client relationships, expand Toptal’s partnership with AWS through new and existing. accounts, and continue to execute account plans.
  • Institute a regular enablement cadence for internal teams and AWS managers/sales reps.
  • Suggest, implement and experiment with new lead and demand generation activities.

In the first year, expect to:

  • Build a revenue generating cadence with internal and AWS teams.
  • Continue to expand on an enablement program that helps to proactively uncover opportunities where we can utilize AWS for clients and prospects.
  • Become the main point of contact within Toptal for all things AWS.

Requirements:

  • A Deep understanding of AWS Services and Products with an AWS Certification preferred.
  • Exhibit ownership of the overall AWS relationship and the subsequent successes and failures of the growth in the partnership.
  • Experience selling with AWS Account Managers at shared clients.
  • Proven track record of managing a sales pipeline, forecasting monthly sales, and identifying new business opportunities.
  • Lead informed discussions about the delivery and development of AWS concepts with clients and prospects.
  • Deliver educational and sales presentations/demonstrations.
  • Build and execute strategic plans that lead to consistent revenue growth and a healthy pipeline.
  • Assist in partner and internal marketing activities such as collateral development, webinars, trade shows, PR, go-to-market campaigns, and other promotional activities.
  • Educate AWS about Toptal capabilities and go to market strategy.
  • Attend sales meetings and partner webinars/conferences.
  • Stay current with the latest developments in the marketplace and competitor activities.
  • Communicate up-to-date information about new services and enhancements for both Toptal and AWS.
  • Utilize internal/external resources to effectively and efficiently identify, sell, enable, manage, and grow partnerships
  • Highly motivated and continuously strive for personal and professional improvement.
  • Self-starter who is passionate about hunting for new accounts, and who thrive with the freedom and accountability of leading their portion of the business.
For Toptal Use Only:#LI-REMOTE #LI-BH1 #west #midwest #ussouth #northeast #natechcities #ustech #naproductcities

Who You Will Work With

Jeff Bradley

Jeff Bradley

VP of Enterprise

As Toptal's Vice President of Enterprise Sales, Jeff is responsible for spearheading Toptal's rapid growth initiatives in the enterprise space, bringing over 20 years of experience in software sales and consulting services to this role. Prior to joining Toptal, Jeff was Vice President of Sales at Hitachi Consulting and led the Enterprise Sales Team at Automattic in his role as Chief Revenue Officer. He has also held sales and leadership roles at some of the world's largest organizations, including Google, Microsoft, and IBM. Jeff earned a BA from the University of Missouri-Columbia and an MBA from Washington University in St. Louis.

Sean Middleton

Sean Middleton

Chief Revenue Officer

As Toptal's Chief Revenue Officer, Sean is responsible for strategy, sales, and client success. He works closely with the executive team to ensure their growing client portfolio has access to the best talent in the world. Before joining Toptal, Sean spent ten years at Cognizant, where he played various roles, including President of their new Accelerator business division and COO of their Digital Business transformation service line. Sean earned a BS in Computer Science from Cornell University and an MBA from the Wharton School at the University of Pennsylvania.

View the Whole Team

Working at Toptal

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Working at Toptal has been the best experience of my career. Every day I'm surrounded by intelligent, thoughtful, and hard-working colleagues that push me to be better.

Jordan Lyons

SEO Manager