AWS Co-Sell Revenue Lead

Why SoftwareOne?

SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.

Job Summary

SoftwareOne is moving beyond traditional alliance management. We are seeking an AWS Co-Sell Revenue Lead to act as the conduit between SoftwareOne’s sales force and the AWs field team. 

Your goal is not to "manage the relationship"; it is to orchestrate the co-sell motion in the partnership. You will be measured solely on your ability to generate net-new pipeline, accelerate deal velocity through partner incentives, and directly connect our sellers with their AWS counterparts to close joint business.

You are a revenue architect, not a relationship manager. 

Role & Responsibilities

• Field-to-Field Sales Orchestration

• Break Down Silos: Systematically map SoftwareOne account executives (AEs) to their specific counterparts at AWS. Ensure every key SoftwareOne AE knows exactly who to call at AWS for their top 20 accounts.
• Drive "Give-to-Get" Motions: Coach SoftwareOne sellers on how to package deal intelligence to trade with AWS reps, ensuring our teams provide value to get value in return.
• Joint Account Planning: Lead tactical account mapping sessions focused on immediate revenue opportunities, not general territory overviews. Identify "white space" in existing accounts where a joint SoftwareOne + AWS value proposition can unlock budget.

• Pipeline Execution and Deal Hygiene

• • Aggressive Deal Registration: Own the "Co-Sell" mechanics. Ensure every eligible opportunity is registered in Partner Center (AWS within 24 hours to secure visibility and protection.
  • Pipeline Review Rigor: Conduct bi-weekly pipeline reviews with AWS Partner Sales Managers (PSMs) to unblock stalled deals, not just report on them.
  • Monetize Incentives: Proactively identify deals where AWS funding (migration acceleration programs, credits, POC funding) can be injected to overcome customer budget objections and close SoftwareOne opportunities faster.

• Enablement for Revenue Outcomes

• • Sell the "Better Together" Story: Equip SoftwareOne sellers with 3-4 specific "plays" that explain why a AWS rep should care about SoftwareOne. (e.g., "How SoftwareOne helps the AWS rep retire their EDP quota").
  • Escalation Management: Serve as the "fixer" for friction points in the field. When a AWS rep is blocking a deal or engaging a competitor, you intervene to realign incentives and protect the SoftwareOne commercial interest.

• Expected Travel 30%: 35% or as needed (Annual conferences and sponsored events)

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons. 

What You Offer

• 5+ years in Cloud Sales, Channel Sales, or rigorous Co-Sell roles. You must have "carried a bag" or been directly accountable for a revenue number.
• Deep operational knowledge of AWS Partner Center. You know how the algorithms work and how to make our deals visible to their sellers.
• You understand how AWS sellers are compensated (consumption vs. booked revenue) and can teach our team how to align our offers to their paychecks.
• You live in CRM and Excel/PowerBI. You don't guess about pipeline health; you bring the data.
• Strong organizational skills with attention to detail and follow-through with excellent verbal, written, and presentation skills
• Comfortable working cross functionally with Sales, Alliances, and Operations teams
• Research and maintains knowledge of advancements in industry trends and technologies. Shares knowledge, best practices, and insights across teams and projects.

Success Criteria

• Quota Attainment: Achieve AWS  annual consumption targets and services quota 
• Co-Sell Pipeline Generation: Total value of qualified opportunities created through joint account mapping.
• Partner-Sourced Revenue: Revenue explicitly attributed to AWS referrals or collaborative selling.
• Deal Velocity Impact: Reduction in sales cycle time for deals utilizing AWS funding/incentives (e.g., OCP, ACE, MAP programs).
• Field Interlocks: Number of active, verified selling connections established between SoftwareOne AEs and AWS field reps.

Organizational Alignment

• Reports to: Director of Cloud Alliances & Channel Programs Enablement NORAM and sits within the Software & Cloud Customer Success NORAM 
• Collaborates with: all areas on NORAM sales as a member of the AWS alliance and strategy. 

What we offer 

• Generous pay with bonus structure 

• Independent environment without a lot of red tape where you are empowered to make decisions 

• Winning culture, inclusive environment, and friendly people all over the world 

• A remote-friendly organization, with colleagues working remotely either part or full-time 

• Substantial benefits package that includes: 

• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness 

• 401k program with employer matching 50% up to the first 10% of employee’s contributions 

• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice 

• Access to EAP and concierge services plus pre-paid legal at no cost 

• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO) 

• Employee stock purchase plan 

• Learning and development opportunities galore, tuition reimbursement, and much more! 

• Specific to Nashville and Milwaukee-based office employees: company-paid parking 

As a culture first organization, being together is how we learn and grow. We come together in-person for at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees equal cultural experiences through a remote setting. 

Target compensation for this role will be $180 - $200K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location. 

We are not able to consider candidates residing in the state of Hawaii currently.

Accommodations

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com. Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs, and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.