Join to apply for the Vice President of Channel Sales role at Innovative Solutions 6 days ago Be among the first 25 applicants Join to apply for the Vice President of Channel Sales role at Innovative Solutions This range is provided by Innovative Solutions. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more. Base pay range $200,000.00/yr - $300,000.00/yr Vice President, of AWS Cloud Sales Center (CSC) Strategy and GTM

Location: South Florida (Boca Raton, FL) or DMV (Arlington, VA)

Reports to: Chief Executive Officer

Innovative is seeking an exceptional Vice President to lead our strategic AWS Cloud Sales Center (CSC) Partner initiative. This executive will be responsible for building and managing a team of 5 CSC Sales Specialists funded through our partnership agreement with AWS, with aggressive targets of achieving $ 7.5M + in AWS Launched Annual Recurring Revenue within the SMB segment, and $3M+ in Innovative Professional Services bookings within the AWS Startup segment. This role requires a proven leader who can navigate complex partner ecosystems, build high-performing teams, and deliver on ambitious growth metrics. The role is one that requires an aptitude for both inside sales and outside sales.

Key Responsibilities:

Program Leadership & Compliance:

Execute on Innovative's AWS CSC Funded Resource Support Agreement requirements and deliverables Replicate success across both AWS SMB CSC and AWS Startup CSC sales motions Achieve $1.5M in AWS Launched ARR per Specialist ($7.5M total annual target) within the SMB segment Achieve $3M in professional services bookings within the AWS Startup segment Ensure 40% Pipeline Realized Revenue across all wins (both SMB and Startup segments) Maintain 2:1 ratio of Partner Originated Opportunities to AWS Originated Opportunities from SMB segment Lead Co-Sell Campaigns with AWS SMB and Startup CSC teams primarily located in Arlington, VA and Seattle, WA. Most of the SMB CSC focus will be in Arlington, VA Manage semi-annual Specialist Performance Evaluations per AWS requirements

Team Building & Management:

Hire 5 CSC Sales Specialists meeting AWS-specified qualifications within 30 days of start date (no later than October 1, 2025) Build and align on team composition: 3 SMB PFS Channel Representatives + 2 SMB PFS Account Executives + 1 Startup Channel Representative Ensure all specialists focus solely on promoting and driving AWS services adoption via Innovative's professional services and managed services offerings Conduct semi-annual performance evaluations based on AWS-defined criteria for the SMB segment specifically Maintain accurate performance records for AWS compliance within the CSC sales motion across both SMB and Startup Segments

AWS Partnership Excellence:

Serve as primary executive interface with AWS Partner Development Manager (PDM) for the SMB PFS initiative Lead monthly business reviews with AWS to track progress and approve campaigns for SMB PFS initiative Collaborate with AWS CSC sales teams to identify and develop Target Customers Focus on customers with Drive adoption of AWS Marketplace Self-service and Private Offers Ensure all opportunities are properly tracked in ACE (APN Customer Engagement system) Leverage existing AWS relationships to navigate CSC leadership engagement challenges

Demand Generation & Pipeline Development:

Partner closely with demand generation teams to drive AWS Originated (AO) and Partner Originated (PO) opportunity motions Develop and execute integrated demand generation strategies that support the 2:1 PO to AO ratio requirement Create feedback loops between CSC specialists and demand generation teams to optimize lead quality and conversion Implement demand generation best practices specific to AWS CSC target customer segments

Cross-Functional Collaboration:

Partner strategically with VP of Delivery to ensure seamless execution of CSC-sourced opportunities Collaborate with Product leadership to align service offerings with CSC customer needs and AWS consumption patterns Develop joint go-to-market strategies with Delivery and Product teams to maximize CSC sales motion effectiveness

Geographic Coverage & Team Structure:

Build distributed team across Boca Raton and Arlington, VA locations (4) Channel Representatives can reside and report out of South FL (Boca Raton office) or within 45 minutes of Arlington, VA 2 PFS Account Executives can reside remotely on the East coast, but have direct access and accountability to in-market travel in Arlington, VA Ensure 2 PFS Account Executives maintain 4 days/week presence in the AWS Arlington, VA office Coordinate Channel Rep travel (3-4 days/week, weekly AWS meetings) Manage quarterly Seattle engagements with AWS leadership for Startup Channel Representative Optimize for Target Customer coverage in assigned territories by working with Innovative's SDR and BDR leadership in Boca Raton, FL

Campaign & Go-to-Market Execution:

Design and execute quarterly Co-Sell Campaigns Focus campaigns on AWS services adoption and Marketplace transactions Collaborate with AWS CSC teams and AWS ISVs Track and document campaign progress for monthly AWS reviews Develop repeatable playbooks for CSC customer engagement

Required Experience & Qualifications:

Bachelor's degree required; MBA strongly preferred 10+ years of progressive sales leadership in technology services 5+ years managing funded partner programs or channel organizations 3+ years of established relationships within AWS ecosystem, with proven ability to navigate AWS organizational dynamics Demonstrated experience working with demand generation teams on AO/PO motion strategies Previous experience partnering with Delivery and Product executives to support complex sales motions Deep expertise in AWS partner ecosystem, particularly CSC programs Proven track record achieving $5M+ annual revenue targets through teams Experience with AWS ACE system and partner program compliance Understanding of AWS financial models and consumption-based revenue Experience managing contractual obligations and audit requirements Strong analytical skills for pipeline and performance management Exceptional stakeholder management across partner organizations

Critical Success Factors:

Ability to hire qualified specialists within 30 days (no later than October 1, 2025) Experience managing funded headcount programs with strict compliance requirements Track record of achieving aggressive ARR and pipeline conversion targets Expertise in AWS Target Customer segmentation (SMB/Startup) Ability to balance growth objectives with program compliance Experience with semi-annual performance reviews and documentation Strong understanding of AWS Marketplace and Private Offers Proven ability to drive demand generation programs that support partner-led sales motions Track record of successful cross-functional leadership with Delivery and Product teams

Key Competencies:

Program management and compliance expertise Data-driven decision making with growth mindset Strong leadership in distributed team environments Excellent AWS relationship management Results-oriented with urgency for 2025 launch Collaborative approach across organizations Adaptability in structured partner programs Deep understanding of demand generation mechanics in partner ecosystems Ability to influence without direct authority across Delivery and Product organizations

Travel Requirements:

50% travel between Boca Raton, FL, Arlington, VA, and Seattle, WA Quarterly AWS executive briefings Monthly coordination meetings Regular presence in the Boca Raton office location, Rochester, NY headquarters (once a month) and in-market at AWS offices in Arlington, VA and Seattle, WA

Compensation:

Base Salary: $200,000

Target Variable Compensation: $100,000

Total OTE: $300,000

The salary range provided is a general guideline. When extending an offer, Innovative considers factors including, but not limited to, the responsibilities of the specific role, market conditions, geographic location, as well as the candidate’s professional experience, key skills, and education/training. Seniority level Seniority level Not Applicable Employment type Employment type Full-time Job function Job function Sales and Business Development Referrals increase your chances of interviewing at Innovative Solutions by 2x Get notified about new Vice President of Channel Sales jobs in Washington, DC . Washington DC-Baltimore Area $250,000.00-$300,000.00 1 week ago VP of Sales -Software (SaaS)- Commercial, CRE & Small Business Lending Platform Washington DC-Baltimore Area 18 hours ago Vice President, Sales Executive - Operate Practice (Managed Services) Arlington, VA $137,000.00-$282,000.00 2 weeks ago Washington, DC $240,000.00-$300,000.00 3 weeks ago Sales Vice President, Highland Capital Brokerage District of Columbia, United States 2 months ago Sales Vice President, Highland Capital Brokerage Vice President of Sales - Federal Markets Divisional Vice President of Sales - Sports Director, Alliance and Channel Sales – Government (Hybrid - D.C. Area) District of Columbia, United States 3 weeks ago Director, Alliance and Channel Sales – Government Washington DC-Baltimore Area $170,000.00-$190,000.00 1 week ago Washington, DC $210,000.00-$220,000.00 1 month ago Maryland, United States $200,000.00-$240,000.00 1 week ago Washington, DC $226,000.00-$250,000.00 3 weeks ago Regional Vice President (DE, MD, VA, WV, NC, SC) Territory Account Manager - Enterprise Sales Maryland, United States $113,000.00-$151,000.00 2 weeks ago We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.

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