Vice President, AWS Sales

About SourceFuse

SourceFuse is an AWS Premier Tier Services Partner specializing in helping enterprises modernize their operations on AWS and implement AI-driven solutions, including GenAI and agentic AI. They serve industries like healthcare, financial services, and life sciences by delivering business outcomes beyond just migration services, leveraging deep AWS expertise.

Role Overview

This position holds responsibility for managing the AWS sales channel across North America, functioning as a key revenue driver through collaboration with AWS field teams. The role involves owning the co-sell pipeline, managing AWS-sourced and influenced revenue, and working closely with sales and delivery teams. Initially, the role requires personal ownership of the sales quota, with plans to establish and lead an AWS-aligned sales team within 6 to 12 months.

Responsibilities

• Manage AWS-sourced revenue targets, forecasts, and plans for North America, personally carrying quotas initially and scaling to channel management.
• Develop and sustain strong partnerships with AWS partner development managers (PDMs), account teams, and vertical sellers, maintaining a systematic co-sell process.
• Build and maintain SourceFuse's reputation and presence within the AWS ecosystem in North America.
• Utilize AWS programs and funding incentives effectively to mitigate customer risks and accelerate deal closures.
• Lead the end-to-end sales process for AWS-originated opportunities, typically high-value services engagements, engaging C-level stakeholders and economic buyers.
• Conduct thorough qualification beyond basic criteria to align business issues with SourceFuse offerings, avoiding non-viable deals.
• Maintain accurate CRM pipeline data with consistent stages and reliable forecasts.
• Provide feedback to improve go-to-market strategies based on AWS field insights.
• Plan recruitment and build a high-performing AWS-aligned sales team to support channel growth.

Qualifications and Experience

• Over 10 years of enterprise sales experience in technology services or consulting, including 5+ years working within the AWS partner network.
• Strong existing relationships within the AWS field, demonstrated by PDMs, sellers, and vertical team contacts and proven pipeline creation.
• Proven ability to close multi-million-dollar services deals and consistently exceed sales targets.
• Expertise in communicating business value of cloud modernization and AI technologies to senior executives without technical intermediaries.
• Comfortable navigating complex, multi-stakeholder sales involving technical teams.
• Entrepreneurial mindset able to build processes from scratch and hire talent to scale operations.
• Exceptional skills in communication, presentations, and negotiations.
• Bachelor’s degree in Business, Marketing, or related field; AWS Cloud Practitioner certification is a plus.

Additional Information

• Position is remote within the United States.
• Travel is required approximately 30%, mainly for client visits and AWS events.
• Although no initial supervisory responsibilities exist, leading and expanding the AWS-aligned sales team is an explicit goal within 6-12 months.

Compensation and Benefits

• Competitive salary with comprehensive benefits including 401(k) with company match.
• Health, dental, and vision insurance coverage.
• Paid time off including company holidays.
• Support for continuing education through certified programs.
• Employee and customer referral incentives.

Equal Opportunity Employer

SourceFuse is committed to providing equal employment opportunities without discrimination based on race, religion, age, gender identity, sexual orientation, disability, veteran status, or any other protected characteristic under relevant laws.