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As the Sales and Alliances Program Specialist, your primary focus will be to ensure our Sales & Alliance Leadership is effective and focused on adding value to the Company. Ideal candidates will function without a high degree of structure and oversight in their activities but will take initiative and thrive in a busy environment. They must be highly responsive, obsessed with details, and able to quickly switch between tasks. This is a highly tactical role, with an emphasis on data entry, tracking, and management.
Responsible for:
• Owning the AWS funding process, including: submission accuracy, securing customer sign-off, submitting claims on a timely manner, and tracking and managing expiring claims 60 days in advance
• Maintaining extended working knowledge of Salesforce.com platform and the AWS ACE portal (including APFP), and being accountable for the integrity of the data in each system (contacts, leads, funding requests, and AO/PO accuracy)
• Maintaining AWS team mapping documentation
• Verifying accuracy of information from cloud management tools, and the TAM team to generate and submit Partner Originated opportunities (PO); track progression, acceptance, and launches
• Accept and maintain AWS Originated opportunities (AO) in ACE to mirror AWS deal status
• Submit PO opportunities as needed for AWS + IBM opportunities (owning WAFR’s)
• Running detailed reports for Leadership as assigned (AWS Dashboard, KPI Dashboard, ACE Opportunities, Win Wires, Sales Weekly Travel Reports)
• Alliances and Product Support/Operations:
• Functionally operate the Marketplace Private Offers (MPPO) flow (CSC Snapshots, etc. (creating, sending, moving to Closed WON))
• Distribute the MAP Dashboard to customers and AWS stakeholders for in-flight Large Migrations weekly
• Assist in submitting, tracking, and navigating approval of funding requests in APFP or email
• Support Managed Services team in tracking WAFRs through completion, including the submission and receipt of funding
• Enter all deal registrations for any new IBM opportunities
• Own the AWS claim process to maintain seamless revenue recognition. This includes securing customer project signoff, submitting claims in a timely manner, and tracking and managing expiring claims 60 days in advance
• Maintain and organize the Sales and Partner SharePoint sites, and curate shared inboxes distributing and highlighting critical messages
• Provide support to Event Planner with the logistics and promotions of events (planning, scheduling, executing, and follow-ups)
How you will be successful:
• Extremely detail-oriented, and meticulous with your data tracking and reporting
• Systematic in your approach to organization
• Timely and dependable reporting to Leadership
• Readily taking on multiple priorities and competing demands with a ‘get it done’ attitude
• Caring, a lot, about the success of your team
• Willingness to learn about new AWS programs, and role best practices in the industry
• Demonstrating assertiveness and confidence
What experience you need (degree, experience, specific skills, etc):
• 3+ years of experience in a technology organization in an executive-level support capacity, preferably in sales or channel/alliances departments
• Strong Microsoft Excel skills
• Experience with or understanding of partner/channel ecosystems
• Fluency in navigating the AWS APN Portal for reporting, opportunity management, and funding
• Experience using Salesforce and Zoom Info
How you will be measured (metrics of the dept/role):
• Funding Request SLA time (24 hours of receipt to submission)
• Opportunity Management SLA (time to accept / reject AO ops, time to submit PO’s when they come in)
• MPPO Flow Efficiency – Average time to complete MPPO once it comes in
• IBM Deal Registration SLA – Time to submit opportunities when they come in
• Reporting Accuracy and timing
• Process improvement and overall efficiency
