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Job Description:
Ingram Micro is a leading technology company for the global information technology ecosystem.
With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.
Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage set us apart
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
