Director of Sales, AWS Marketplace

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  Director of Sales, AWS Marketplace Develop, expand, and sustain SmartBear’s strategic partnership with AWS Marketplace Unlock new opportunities for joint co-sell & co-build with key product offerings Lead various enablement, GTM activities and sales plays to drive growth As the Sales Leader focused on the strategic relationship with AWS, you will be a pivotal member of our sales team, spearheading our growth initiatives in collaboration with AWS. This role demands a dynamic individual with a proven track record in enterprise software sales, a deep understanding of AWS's ecosystem, and the ability to cultivate strong business relationships. As an AWS Sales Leader, you’ll have the opportunity to be a part of a world-class sales team. This team is both highly competitive and collaborative and demands quality work at every level. The environment fosters accelerated professional growth and shapes the next generation of sales representatives here at SmartBear. About the role As a Director of Sales you will: Establish and maintain a strategic partnership with AWS, fostering collaboration, joint business planning, and aligning goals and objectives. Develop and execute a comprehensive sales strategy that leverages the strengths of both organizations to drive revenue growth. Identify opportunities for co-selling, joint marketing initiatives, and collaborative solution development. Meet or exceed revenue targets by identifying and capitalizing on opportunities within the AWS ecosystem. Drive the successful sales process from prospecting and qualification to negotiation and closing. Cultivate and nurture relationships with key stakeholders at AWS, including partner managers, solution architects, and sales teams. While working closely with sales leadership, serve as the main point of contact for AWS-related initiatives within the company. Stay abreast of market trends, competitive landscape, and emerging technologies related to AWS and our industry. Translate these insights into actionable strategies to maintain a competitive edge. Collaborate closely with product, marketing, and sales engineering teams to ensure alignment on solution development, marketing campaigns, sales plays, and customer requirements. Lead, coach, and mentor a matrixed team of sales professionals focused on product-related sales activities to leverage the AWS Co-Sell Opportunity. Provide guidance, feedback, and support to ensure their success. We are looking for you if you have : Minimum of 7-10 years of experience in enterprise software sales, with a track record of success in driving revenue growth and building strategic relationships. Strong understanding of Amazon Web Services, its offerings, and the broader cloud computing landscape. Experience working with AWS teams is a plus. Demonstrated ability to think strategically and translate strategies into actionable plans. Strong business acumen with the capability to identify and capitalize on market opportunities. Exceptional verbal and written communication skills, including effectively presenting complex ideas to technical and non-technical audiences. Proven track record of building and maintaining relationships with key internal and external stakeholders. Experience leading and motivating a sales team to achieve targets. Ability to inspire, coach, and develop team members. A goal-oriented mindset focusing on achieving and exceeding sales targets and objectives. Comfortable working in a fast-paced and dynamic environment, able to adapt to changing priorities and market conditions. Bachelor's Degree: A bachelor's degree in business, technology, or a related field MBA or equivalent experience preferred Why you should join the SmartBear crew: You can grow your career at a dynamic and market leading software company We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun. We love celebrating our SmartBears; we even encourage our crew to take their birthdays off. We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person. We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes. Did you know? Our main goal at SmartBear is to make our technology-driven world a better place. SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve. SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India. We’ve won major industry(product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.   SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.     #LI-AS1