About the Team:

This team is the technical engine of our services-led revenue motion. We sit inside cloud services and pair directly with the sales organization under an SE/Seller model, so every Sales Engineer is tied to a seller and to a number.

The team's role is to generate qualified services pipeline through architectural credibility and partner intimacy, then carry solution quality all the way through to delivery handoff. We work across both the AWS and Microsoft Azure ecosystems, and we collaborate cross-functionally with Sales, Services Delivery, Vendor Alliances, and Operations. The Manager owns that pipeline target and services GP number end-to-end and is the standards-setter for presales quality across the team.

Our Ideal candidate:

Real, current hands-on cloud architecture across AWS and/or Azure. Landing zones, identity, networking, migration, modernization, data, security. Must be technically current and able to lead or shadow as architect on the most complex deals. Genuine leadership of senior technical talent. This is a coaching role through deal reviews, ride-alongs, and post-mortems. Comfort owning a revenue number with forecast discipline.

The team's services pipeline target is theirs end-to-end, including weekly forecast accuracy. Partner-led / channel selling instinct. We sell through partners, not just to them. A candidate whose whole career has been direct enterprise selling will struggle with the channel motion. Someone with only vendor or disty experience will struggle. Must have MSP/Channel experience.

vCIO-caliber advisory range. Can hold a strategy, modernization, security, FinOps, and governance conversation credibly with anyone from a 15-person MSP to a mid-market CIO.

Day to day:

A typical week runs across four buckets.

• First, hands-on deal work: whiteboarding architecture, framing the business case, and validating SOWs and presales assumptions on the largest, highest-risk engagements, plus serving as escalation when things get complex.
• Second, team development: deal reviews, ride-alongs, post-mortems, and direct technical coaching of the Senior SEs.
• Third, pipeline and forecast: jointly running the SE/Seller pairing model with the Sales Manager, managing conversion and deal velocity, and keeping the forecast honest.
• Fourth, funded-program and standards work: using all vendor funding (AWS MAP, MAP for Windows, OLA, ECIF, MFP, FastTrack, Azure Migrate & Modernize, Solution Assessments) and enforcing Well-Architected and Cloud Adoption Framework standards across the team.

Key Responsibilities

• Hands-on as lead or shadow architect on the largest, most complex partner and customer engagements, whiteboarding architecture, framing the business case, and routing the work.

• Accountable for the team's services pipeline target end-to-end, from generation through qualification to handoff with weekly forecast accuracy.

• A coach who develops Senior Sales Engineers through deal reviews, ride-alongs, post-mortems, and direct technical leadership, building the team's ceiling, not just the floor.

• A revenue partner with the Sales Manager, jointly owning the SE / Seller pairing model, pipeline-to-close conversion, and deal velocity.

• The owner of technical presales quality, setting and enforcing architectural standards, validating SOWs and presales assumptions, and serving as escalation on complex or high-risk deals.

• A practitioner of best-practice frameworks, anchoring engagements on AWS and Microsoft Well-Architected and Cloud Adoption Frameworks.

Experience/Education

• Hands-on cloud architecture skills across AWS and / or Microsoft Azure, landing zones, identity, networking, workload migration, application modernization, data, and security.

• vCIO advisory capability, business case development, TCO / ROI modeling, security frameworks (CIS, NIST, CMMC, HIPAA, SOC 2), modernization roadmaps, and IT operating models for organizations from SMB through mid-market.

• Coaching and developing senior technical talent through influence, standards, and direct technical leadership.

• Pipeline management and forecast discipline for a revenue-accountable team.

• Partner-led / channel-led sales motion, selling through partners, not just to them.

• Funded program ecosystem fluency and vendor relationship management.

• Executive communication range, equally credible with a partner's lead engineer and a customer's CIO.

• Cross-functional collaboration with Sales, Services Delivery, Vendor Alliances, and Operations.

REQUIREMENTS:

Requires a four year college degree (or additional relevant experience in a related field). Minimum 5 years functional experience including a minimum of 4 years of position specific experience and 2 years of supervisory experience or 4 years of leadership experience.

Preferred:

• 10+ years in cloud solutions architecture, sales engineering, or technical consulting, with at least 3 years architecting at scale across AWS and / or Microsoft Azure.

• Proven success as a Senior Sales Engineer or equivalent senior technical role.

• Preferred but not required: Active senior certs (AWS Solutions Architect Professional and/or Azure Solutions Architect Expert)

• Track record leading a revenue-accountable technical team in a partner-led or channel-centric environment.

• Demonstrated success hiring, developing, and retaining senior technical talent.

• Bachelor's degree in a related field, or equivalent professional experience.

Compensation: 70/30 split

*These timeframes may vary based on the candidate's proven track record of successfully performing and demonstrating the level of knowledge/skills/experiences and delivering the results required of this role.

The typical base pay range for this role across the U.S. is USD $116,800.00 - $198,700.00 per year.

The ranges above reflect the potential annual base pay across the U.S. for all roles; the applicable base pay range will depend on the candidate's primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range.

At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. These awards are allocated based on position level and individual performance. U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.

This is not a complete listing of the job duties. It's a representation of the things you will be doing, and you may not perform all these duties.