Enterprise Sales, Hybrid Cloud (VMware on AWS) en Madrid

VMware and AWS announced a strategic partnership that brings the two leaders in Enterprise IT together to deliver a vSphere-based cloud service running on AWS. This service will make it easier for customers to run any application, using a set of familiar software and tools, in a consistent hybrid cloud environment.

Amazon Services is seeking an experienced Business Development Manager (BDM) for our VMware Cloud on AWS Partner Success Team. The BDM will develop and manage a pipeline of high value opportunities by executing customer focused campaigns to identify compelling events and use cases that will help our customers adopt hybrid cloud and take advantage of cloud economics and native cloud services.

Specifically, this person will be responsible for identifying and building relationships with key influencers and decision-makers within the executive teams of our targeted accounts (a focus on enterprise accounts) in a specific geography, along with internal stakeholders and cross-functional teams to create and present compelling Amazon solutions that meet and exceed customer requirements.

This person will also work closely with our partner ecosystem to drive customer adoption and service integration with AWS services.

· Fluent Spanish and English, wirtten and verbal, a must
· Relationship sales experience in public or hybrid cloud
· Demonstrated success in exceeding revenue-based targets using a consultative, solutions-focused approach is required.
· Ability to prioritise and qualify the best customer opportunities to meet the goals of the role: New customers migrating production workloads to VMware Cloud on AWS
· Consult with customers to assess their business needs at high level
· Lead negotiations, coordinate complex decision-making process, and overcome objections to closure
· Knowledge of cloud economics: TCO and commercial models, their cost structure and value drivers; make‑buy analysis
· Relevant real‑life experience with hybrid cloud solutions (workload-defined private and public clouds)
· Functional understanding of key technologies and trends in the cloud domain; containerization, software defined technology, hybrid cloud operating models, etc.
· Comfortable with 1-2 weeks of travel per month across the assigned districts
· Experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales
· Experience selling new services into new markets is strongly desired

· Experience working with VMware or selling AWS services a plus