Innovative Solutions

Account Executive

Innovative Solutions

full-time

Posted on:

Origin:  • 🇺🇸 United States • Virginia

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Salary

💰 $150,000 - $170,000 per year

Job Level

Mid-LevelSenior

Tech Stack

AWSCloud

About the role

  • Work directly with 2 CSC Channel Representatives focused on SMB accounts to receive qualified complex/custom opportunities
  • Handle custom scoping, complex migrations, and multi-service engagements
  • Receive full credit for all opportunities closed by Channel Reps in your territory
  • Partner with Boca Raton-based demand generation team (SDRs/BDRs) to create Partner Originated pipeline
  • Coordinate with Channel Reps on account strategy for Target Customer list coverage
  • Achieve $2M annual professional services bookings target through migration assessments, modernization pods, and managed services contracts
  • Generate 3-5 net new customers monthly to expand Innovative's footprint in AWS SMB segment
  • Take direct ownership of all complex/custom opportunities identified by CSC Channel Reps
  • Drive Partner Originated opportunities through coordination with Boca demand gen team
  • Maintain 2:1 ratio of Partner Originated to AWS Originated opportunities
  • Co-sell with AWS CSC sales teams on pre-qualified Target Customer accounts (<$30M revenue)
  • Execute AWS Marketplace Private Offers for bundled professional services
  • Maintain 40% pipeline-to-revenue realization rate
  • Track all opportunities in AWS ACE system with proper attribution
  • Support AWS ARR targets of $1.5M per specialist (tracked by AWS, measured for compliance)
  • Partner with AWS PDMs on joint account strategies
  • Execute quarterly Co-Sell Campaigns with AWS CSC teams
  • Collaborate with internal delivery teams for seamless execution
  • Participate in weekly pipeline reviews with CSC Channel Reps and demand gen team
  • Travel to Seattle quarterly for AWS briefings
  • Travel monthly to Rochester, NY for team meetings
  • Coordinate with Boca Raton demand gen team (SDRs/BDRs) and Boca virtual syncs

Requirements

  • 5+ years enterprise technology sales, 3+ years selling professional services
  • 2+ years within AWS partner ecosystem (preferred)
  • Experience managing inside sales or channel-sourced opportunities
  • Track record of achieving $1.5M+ annual quotas
  • Proven ability to land 3+ net new customers monthly
  • AWS Cloud Practitioner certification (required within 30 days)
  • Bachelor's degree required; MBA preferred
  • Experience managing deal flow from multiple internal sources
  • Deep understanding of AWS migration and modernization methodologies
  • Track record selling $500K+ services engagements
  • Strong executive presence for SMB C-suite engagement
  • Expertise in AWS financial models and consumption patterns
  • Proficiency with AWS ACE system and partner requirements
  • Must live within 45 minutes of Arlington, VA and commit to 4 days/week in AWS office
  • Available for weekly virtual syncs with Boca Raton demand gen team
  • Monthly travel to Rochester, NY for team meetings
  • Quarterly travel to Seattle for AWS briefings
  • Must focus exclusively on AWS services adoption via professional services
  • Subject to semi-annual AWS performance evaluations