The Opportunity
The AWS Sales Leader is Trianz’s senior AWS-facing commercial role – built for a leader who converts strategic cloud partnerships into signed enterprise deals at speed and scale. With full revenue accountability across EMEA, you will own the end-to-end AWS co-sell motion: from pipeline origination through to closed enterprise transformation engagements – leading regional sales teams and leveraging AWS cloud funding programs to drive consistent, accelerated deal closure across the region.
Key Responsibilities
- Own the number: Full revenue accountability for AWS-sourced ACE assess revenue across EMEA
- Convert the pipeline: Drive the end-to-end AWS co-sell motion from AWS Partner Organization (APO) lead referral through qualification, assessment kickoff, and SOW signature
- Activate funding: Enforce MAP and VMCCO funding activation at qualification for every eligible account – reducing customer net investment by 50-75% and accelerating deal closure
- Build and deploy ACE PODs: Oversee deployment and performance of AWS-aligned ACE PODs across EMEA, holding POD Leads accountable to co-sell pipeline targets
- Leverage AWS partnerships: Maintain working relationships with AWS APO counterparts. Ensure Trianz remains the preferred referral partner for ProServe, MAP-eligible introductions, and VMware/Broadcom renewal flags
- Lead Concierto Agentic commercial launch: Design and activate the first commercial motion around Concierto Agentic – Trianz’s forthcoming AI-led transformation assessment capability – ahead of general availability
- Drive cross-functional alignment: Synchronize with Head of Alliances, Solutions & Delivery, Finance, and Marketing to maintain AWS-specific QA gates, funding claim processes, and trigger-based campaign sequences
Qualifications
Required
- 15+ years in enterprise technology, with a material proportion in commercially facing senior leadership roles at the intersection of AWS ecosystem engagement and CXO-level commercial conversion
- Minimum 8 years with direct revenue accountability at senior level – has owned an AWS co-sell number, not just an AWS relationship
- Demonstrated experience operating within the AWS partner ecosystem at strategic level – APN Premier, SCA, ProServe co-sell, MAP/VMCCO activation at scale
- Proven track record building and scaling AWS-aligned commercial motions
- Has personally closed or directly overseen closure of AWS co-sell enterprise deals at CIO/CTO/CFO level
- Experience building sales teams in EMEA markets – understanding of regional dynamics across the region
- Executive presence and credibility with C-suite buyers at Fortune 500 and Global 2000 enterprises
- Comfort with ambiguity – this is a build role operating across EMEA region simultaneously, not an optimization role
Preferred
- Deep AWS Migration Acceleration Program (MAP) and VMCCO mechanics experience – has activated MAP funding at scale, managed funding claim processes, and used MAP economics to accelerate deal closure
- Background in VMware/Broadcom migrations, data center transformation, or cloud infrastructure
- Familiarity with Agentic AI and the direction of travel for AI-led enterprise transformation
- Experience with assessment-to-SOW commercial architecture in an SI or ISV context
Trianz is an Equal Opportunity Employer and does not discriminate on the basis of race, color, creed, national or ethnic origin, gender, religion, disability, age, political affiliation or belief, disabled veteran, veterans (except in those special circumstances permitted or mandated by law).
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