Solution Specialist - AWS

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Job Description: 

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