Channel Sales Representative

About the Role

We are seeking a dynamic and strategic Channel Sales Representative to join our team and drive revenue growth through our strategic AWS partner relationship. In this role, you will focus on the enterprise segment — companies with $100M–$1B in annual revenue — developing and nurturing relationships with AWS to uncover and win net new logos, ultimately driving increased revenue growth through our AWS Cloud Sales Center (CSC) partnership.

This is a consultative, relationship-driven sales motion targeting complex enterprise organizations with multi-stakeholder buying committees and longer deal cycles. Success in this role requires executive-level presence, the ability to navigate enterprise procurement processes, and the skill to connect business challenges to AWS and Innovative Solutions capabilities in real time.

Responsibilities

• Develop and execute strategic plans to grow revenue through AWS CSC teams, with a focus on enterprise accounts ($100M–$1B revenue)

• Build and maintain strong relationships with AWS CSC sales teams; schedule and conduct a minimum of 10 meetings per week with AWS CSC customer segments

• Conduct targeted, strategic prospecting into named enterprise accounts — identifying, researching, and multi-threading relationships across key stakeholders (CIO, CTO, CISO, VP Engineering, Procurement)

• Qualify opportunities by uncovering business needs, budget, timeline, and organizational dynamics across enterprise buying committees

• Set qualified meetings for senior sales and technical teams, ensuring smooth handoffs and pursuit of multi-quarter enterprise engagements

• Educate customers on Innovative's cloud and AI capabilities, with emphasis on our AWS competencies including Generative AI, Migrations, DevOps, and Networking

• Drive adoption of AWS Marketplace Self-service and Private Offers within enterprise accounts

• Collaborate with internal teams to ensure successful delivery of AWS-sourced projects

• Create and deliver compelling presentations and proposals to partners and their clients; demonstrate the ability to whiteboard and solution-frame in real time with senior leaders

• Track and report on sales metrics, pipeline, and bookings with consistent daily Salesforce hygiene updates

• Ensure opportunities are properly tracked in ACE (APN Customer Engagement) system in compliance with AWS CSC-funded program requirements

• Sell the value of Innovative Solutions to both AWS and potential enterprise customers

• Navigate enterprise procurement and contracting processes, including security reviews, legal negotiations, and multi-year agreement structures

• Represent Innovative Solutions at industry events, AWS conferences, and networking opportunities

• Stay current on AWS services, partner programs, and competitive landscape

Required Experience

• Bachelor's degree in Business, Marketing, Computer Science, or related field

• 1–3 years of experience in technology sales, preferably in cloud services or SaaS with an enterprise or mid-market focus

• Demonstrated success in building and managing partner relationships, particularly within the AWS or hyperscaler ecosystem

• Understanding of AWS / hyperscaler services and the partner ecosystem

• Excellent communication, presentation, and negotiation skills with the ability to hold credible conversations with C-suite and VP-level stakeholders

• Ability to understand technical concepts and translate them into business value for enterprise audiences

• Experience with CRM systems (Salesforce preferred)

• Ability to manage multi-stakeholder, multi-quarter enterprise pursuits with patience and strategic discipline

Preferred Experience

• AWS Certifications (Cloud Practitioner required upon hire; Solutions Architect or Business Professional preferred)

• Experience selling cloud migration, AI solutions, or managed services into enterprise accounts

• Prior experience at an AWS Partner organization

• Established relationships within the AWS partner network

• Familiarity with AWS Marketplace, Private Offers, and ACE (APN Customer Engagement) system

• Experience navigating enterprise procurement, security review, and contracting processes

• MBA or other advanced degree