Public Cloud PreSales Specialist - Marketplace

Public Cloud PreSales Specialist - Marketplace

Date: Mar 13, 2025

Location: Toronto, ON, CA; Chicago, IL, US; TX, US

Company: Softchoice

The impact you will have:

Embark on a transformative journey into the Public Cloud! The AWS Marketplace Pre-Sales Specialist role is ultimately responsible for sourcing demand within our sales organization. You will do this by leading enablement activities with sales, account planning and supporting sales as they position our lead sales motions for AWS Marketplace. Success is measured by the continuous improvement in sales rep participation in our AWS Marketplace business producing balanced performance to plan across our AWS Marketplace portfolio.

There are 3 key measures within the AWS Marketplace Pre-Sales Specialist management process:

1. Total Contract Value (AWS Marketplace Rev)
2. Product and Services field margin (Total FM)
3. New AWS Marketplace logos, number of Marketplace private offers and rep participation

[Supporting metrics] pipeline sufficiency + cases + customer meetings.

What you’ll do:

1. Responsibility for the AWS Marketplace Pipeline: Maintenance of a clean, accurate and sufficient pipeline. Accountable for opportunity submissions, management & forecasting.
2. Execution of our sales enablement tactics in focus districts: Provide ongoing enablement to focus districts to support sales with AWS Marketplace GTM (Go to Market) strategies & opportunity generation.
3. Sales & Opportunity support for product & programs: Provide support through the entire opportunity sales cycle from qualify to close. Additionally acting as the SME for AWS Marketplace programs for customers & sales.

Shared Responsibility

Providing cross-functional support to multiple areas of the business:

1. Support Regional Business Development Managers with enablement: Collaborate with BDM on “selling” Softchoice as go-to-partner to AWS for AWS Marketplace and support with alignment with sales & AWS.
2. Responsible for delivering an excellent process-oriented transaction process: Working alongside our operations team & ISV partners to ensure a smooth customer transaction experience.
3. Coordinate with our sales teams to educate them on AWS Marketplace programs and funding: Ensure that on all AWS Marketplace opportunities, we are maximizing the use of the AWS funding & incentive programs.

What you’ll bring to the table:

1. Minimum of 3-5 years of B2B sales experience, ideally from within the technology industry.
2. Demonstrable experience in solution sales with consistent year over year performance to plan.
3. Commitment to process and goal oriented.
4. Strong problem solving & organization skills for complex sales cycles.
5. Delivery of exceptional customer service and experience.
6. Customer focused mindset with strong executive presence, and effective communication skills (all levels).
7. Technical proficiency with demonstrable understanding of Cloud computing and Software Asset Management.
8. AWS Cloud Practitioner Certification (requirement in role).
9. Must have experience working in salesforce.com from opportunity management, forecasting and reporting.