The Opportunity: Join Interos as the Director of Hyperscalers and Distributors, where you’ll play a pivotal role in driving the go to market strategy, demand generation and business development efforts to accelerate pipeline growth and revenue attainment. This is a dynamic, cross-functional role focused on leveraging your experience with Hyperscalers and Distribution, sales collaboration, coordination with operations, marketing, legal, corp dev, product and product development teams, while meeting and exceeding sales targets. The ideal candidate will bring a deep understanding of the AWS Marketplace, AWS Cloud Services and the ability to effectively sell through a two-tier model, as well as an understanding of selling to the Federal Government and working closely with Carahsoft as our distributor.

• Build the route to market through and with AWS and Carahsoft
• Establish the Interos presence on the AWS Marketplace and develop/execute revenue generating plan
• Develop and execute partner strategies that align with the company’s and partner’s goals Provide thought leadership in brand and executive alignment
• Promote solutions and differentiation with partner teams and their channels
• Work with partner leadership to identify focus areas, providing vertical and horizontal guidance
• Contribute proactively into account development strategy for expanding revenue from existing clients through partner channel
• Identify high-value targets, and implement tailored ABM strategies for key verticals and accounts using multi-touch, multi-dimensional approaches
• Identify and drive improvements across alliances, sales and marketing operations, streamlining processes and increasing efficiency in working with AWS and Carahsoft
• Build and maintain strong relationships with key stakeholders within the partner
• Act as a passionate advocate for partners within the organization, championing their needs, ensuring their voices are heard, and driving continuous improvement in service delivery
• Strategically allocate resources, including budget asks, to maximize the partner’s growth potential and profitability from partner business
• Monitor and analyze key performance indicators (KPIs) to track progress and identify areas for improvement
• Establish the company as a thought leader within the partner and the market, representing the organization at industry events and contributing to knowledge-sharing initiatives
• Have and maintain up-to-date specialization in tech and/or industry related to partner business and join the sales process on request as an expert in specialization

Required:

• Bachelor’s degree in business, marketing, or a related field.
• 5+ years of experience in Channel Management – Hyperscalers and Distribution
• AWS and Carahsoft experience required
• Experience working with and selling to the US Federal Government required
• Strong background in executing joint campaigns with partners
• Previous experience in a highly matrixed organization, driving cross functional collaboration
• Proven success collaborating across sales, product, marketing, legal, operations, business development, and corp dev
• Ability to track and report on key performance metrics to include but not limited to demand generation campaigns and sales pipeline growth
• Excellent communication, presentation and leadership skills
• Deep understanding of the cloud computing/SaaS market and partner ecosystem
• Experience using sales engagement and CRM technology (e.g., Hubspot, Outreach, Salesloft, Salesforce, etc.)
• Strong negotiation, problem-solving, and decision-making skills
• Adaptability, resilience, and a passion for innovation in a fast-paced and ever-changing business environment

Location: USA (Remote)
Travel Requirements: This position may require up to 50% travel.
Telecommute Option: Yes
Work Environment: This job operates in a professional office environment. This role routinely uses standard office equipment
Physical Demands: Physical requirements include occasional lifting/carrying of 5 pounds; visual acuity, speech and hearing; hand and eye coordination and manual dexterity necessary to operate a computer keyboard and basic office equipment. Subject to sitting, standing, reaching, walking, twisting, and kneeling to perform the essential functions. Working conditions are primarily inside an office environment.
Compensation range is $142,500 – $190,000. The salary range information provided reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.
FLSA Status: Exempt