Cloud Business Development Manager

3 days ago

Jakarta, Jakarta, Indonesia Westcon-Comstor Asia Full time 15,000,000 - 25,000,000 per year

Cloud Business Development Manager

The AWS Cloud Business Development Manager (BDM) is responsible for driving strategic growth of Westcon's AWS cloud business. This role focuses on developing, enabling, and accelerating partner success within the AWS ecosystem through Westcon's cloud solutions, programs, marketplace, and managed services. The BDM will lead partner recruitment, pipeline development, GTM execution, and alignment with AWS teams to scale cloud consumption and recurring revenue.

⸻

Key Responsibilities

  1. Business Development & Growth


• Develop and execute the AWS cloud business strategy for the region.


• Grow AWS cloud consumption, marketplace transactions, and recurring revenue across the partner ecosystem.


• Identify new market opportunities, build business cases, and support new AWS-focused offerings and managed services.

  1. Partner Recruitment & Enablement


• Recruit new AWS-focused partners and expand existing partners' cloud capabilities.


• Educate and enable partners on AWS programs, incentives, funding mechanisms, and Westcon's cloud platforms (e.g., Cloud Marketplace).


• Guide partners from onboarding to activation, ensuring capability development and sales readiness.

  1. Pipeline & Sales Acceleration


• Build and maintain a healthy cloud opportunities pipeline.


• Support partners in developing AWS solutions, proposals, and customer engagements.


• Collaborate closely with internal sales teams, solution architects, and marketing to accelerate deal closure.

  1. AWS Relationship Management


• Act as the primary liaison between Westcon and AWS field teams.


• Align Westcon's initiatives with AWS priorities, certifications, MDF programs, and co-selling motions.


• Participate in AWS business planning, QBRs, and joint GTM events.

  1. Market Intelligence & Strategy


• Track cloud trends, competitive insights, and AWS product updates to strengthen Westcon's value proposition.


• Provide continuous feedback to leadership regarding ecosystem needs, partner gaps, and market opportunities.

⸻

Qualifications & Experience

Required


• 3–7 years of experience in cloud business development, channel sales, or technology partnerships.


• Strong understanding of AWS cloud services, partner programs, and cloud go-to-market motions.


• Experience working with distributors, systems integrators, MSPs, or ISVs.


• Excellent communication, negotiation, and presentation skills.


• Ability to manage multiple stakeholders, influence without authority, and execute across matrix teams.

Preferred


• AWS Cloud Practitioner or equivalent cloud certification.


• Experience in cloud marketplace sales, subscription business models, or MSP offerings.


• Proven track record building cloud pipeline and growing consumption revenue.


• Existing relationships with AWS partner teams or cloud-focused resellers is a plus.

⸻

Key Attributes


• Business-growth mindset and strong commercial acumen.


• Proactive, partner-first approach with ability to build long-term relationships.


• Strong organizational and analytical skills.


• Comfortable working in a fast-paced, evolving cloud environment.


• Self-driven with the ability to work independently and collaboratively.

⸻

Success Metrics


• Growth in AWS monthly recurring revenue (MRR) and cloud consumption.


• Partner recruitment and activation milestones.


• Pipeline generation and sales acceleration through partners.


• Execution of joint go-to-market programs with AWS.


• Overall profitability and contribution to Westcon's cloud strategy.

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