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
  
  
  

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.