Role Summary
We have an excellent opportunity for an experienced AWS Solutions Specialist (Pre-Sales) to join our AWS services team and play a key role in supporting our continued growth plans. These plans aim to solidify our position as a leading global Services partner with AWS. Key responsibilities include owning, developing, and driving AWS-centric opportunities, supporting our commercial teams through the sales, and successful handover to the internal technical delivery teams. Where an opportunity falls outside of a Solutions Specialist technical discipline, they are responsible for engaging with the appropriate internal or third-party resources to ensure a coherent and fit-for-purpose solution is proposed. Other key responsibilities of the role include acting as the interface between the internal sales and technical teams, acting as an evangelist of our AWS-centric portfolio of services and capabilities to our channel partners, vendor, end-customers and internal stakeholders along with being integral to the identification and development of our solutions offerings. A typical AWS Solutions Specialist will have had three or more years in a similar Solutions Specialist type role.
Key Duties And Responsibilities
Working in close collaboration with the local (in-country) AWS sales and technical team, along with the wider Regional Service Centre, the core responsibilities of the role include, but not limited to, the following:
Pre-Sales, Scoping, and Services Development
- Provide technical representation and leadership for AWS-centric end-customer pre-sales meetings and qualification calls
- Act as the technical owner (pre-sales) and leader of AWS-centric opportunities taking full ownership of the technical response, including solution sizing, commercial model, and managing technical inputs from SMEs
- Drive architectural solution development through understanding and translating customer challenges and requirements to identify and articulate the best-of-breed solution
- Lead, with the support of SME’s, overarching solutions art-of-the-possible workshops with end-customers and assist with the creation of their strategic technology roadmap
- Attend end-customer project kick-off meetings, as appropriate, to ensure seamless handover from pre-sales to delivery
- Be familiar, and correctly position, key vendor programs including OLA, MAP and WAFR
- Guide and drive solutions consistency through peer reviewing and providing overarching sign-off on opportunities
- Identify other Ingram Micro service and sales opportunities
- Support the development of the regional AWS services propositions, solutions and GTM
- Work with the Regional Service Centre to allow for continued success and to help identify areas of potential growth Lead with qualification of designs and opportunities
- Build and maintain a good awareness of the internal SMEs areas of specialism
Channel Partner and Vendor Relationships
- Build and drive a sustained, responsive, technical, and influential relationship with channel partners and vendors
- Position self as a ‘trusted advisor’ and ‘thought leader’ to channel partners for pre-sales translation and qualification of technical opportunities and ongoing engagement evolution
- Actively promote pre-sales, solutions offerings, and consulting capabilities to channel partners
- Be a visible representative of Ingram Micro at partner engagements and key vendor events, supporting the identification and development of future solutions offerings
- Build and maintain a strong relationship with the wider Ingram Micro team, identify synergies and upsell opportunities
- Support the continual development of channel partner and end-customer relationships in collaboration with account management and service delivery teams
Personal Skills Development
- An active and contributing member of our regional AWS technical community
- Build and maintain a strong relationship with the channel partners internal technical team
- Keep up-to-date with current and future technologies, products and strategies
- Build a solid skills foundation in chosen subject matter
- Maintain relevant vendor certifications
- Build and enhance relationships with peers
- Continue development of consultative skills
Qualifications And Experience
An AWS Solutions Specialist should also have the following qualifications and experience:
Required Qualifications
- AWS Associate Certification
Desirable Qualifications
- AWS Professional Certification
- AWS Speciality Certification
Expected Experience (Pre-Sales Solution Scoping And Development)
- AWS Optimisation Licensing and Assessment (OLA)
- AWS Migration Acceleration Program (MAP)
- AWS Well-Architected Framework Review (WAFR)
- Compute services (e.g. EC2, containers, serverless)
- Monitoring/Observability tools (e.g. CloudWatch, Prometheus, DataDog)
- CI/CD tools (e.g. CodePipeline/CodeBuild, Jenkins, GitHub Actions)
- IaC tools (e.g. Terraform, CloudFormation, Serverless Framework)
- Containers and orchestration tools (e.g. Docker, ECS, Kubernetes)
- VPCs/Networking
- Gen A/I and Machine Learning
- Migrations from VMware and/or Azure
Knowledge, Skills, And Characteristics
- Three or more years of experience in an AWS pre-sales or delivery type role
- Excellent communicator both verbally and written (both local and English)
- Experienced, mature, influential, assertive and diplomatic
- Able to operate independently or as part of a larger team
- Able to network with industry peers and customers
- Industry leading knowledge of chosen subject matter
- A flexible approach to work and prepared 'go the extra mile' to exceed customer expectations
- Applies knowledge and skills through handling complex problems beyond own area of expertise
- Ability and willingness to travel
