Sales Manager - Mid-Market, Australia
MINFY TECHNOLOGIES | ANZ RECRUITMENT
Location
Australia - Sydney or Melbourne; hybrid and customer-facing with national travel
Employment
Permanent, full-time
Role type
Hands-on individual contributor; title does not imply a large existing team
Reports to
Enterprise Sales Director / ANZ Country Leader - confirm before external posting
Package
Base and target variable compensation to be confirmed before external posting
Role mandate
Convert strong AWS field relationships and direct prospecting into repeatable mid- market pipeline, new customer wins and profitable cloud, data, modernisation and AI engagements for Minfy.
About Minfy
Minfy is an applied AI and technology services company with deep AWS, cloud, data and engineering capabilities. As an AWS Premier Tier Services Partner and Managed Service Provider, Minfy supports customers from advisory and migration through modernisation, AI implementation and ongoing managed operations. The Australian mid-market offers a strong opportunity to combine Minfy's delivery capability with AWS co-sell, funding and field relationships. This role will build that engine in a disciplined, repeatable way.
The opportunity
Minfy is seeking a commercially driven AWS ecosystem seller who can create opportunities rather than wait for leads. The role will work closely with AWS sellers, account managers, solution architects and partner teams while also prospecting directly into selected mid-market customers. Success requires more than knowing the AWS organisation. The successful candidate must understand how to create joint account plans, use co-sell and funding motions appropriately, conduct customer discovery and drive opportunities through proposal, contracting and close.
Key responsibilities
· Build and execute a focused territory plan for Australian mid-market prospects and priority industry segments.
· Develop productive relationships with AWS sellers, account managers, solution architects, field teams and partner stakeholders.
· Create joint account plans and identify customers with active migration, modernisation, data, security or AI priorities.
· Generate opportunities through AWS collaboration, direct outreach, referrals, targeted campaigns and industry events.
· Use AWS co-sell, opportunity registration, Migration Acceleration Program and applicable funding mechanisms to accelerate qualified opportunities.
· Lead initial discovery and qualify business need, sponsorship, urgency, budget, decision process, technical fit and delivery feasibility.
· Position Minfy's services across AWS migration, cloud modernisation, application modernisation, data, AI, security, FinOps and managed services.
· Coordinate solution design, proposals, pricing and statements of work with Minfy's architects and delivery leaders.
· Own customer follow-through, commercial negotiation, forecast accuracy and CRM quality through contract execution.
· Share AWS and customer feedback to strengthen Minfy's propositions and ANZ go-to-market execution.
Candidate profile
· Proven technology, cloud or consulting sales experience in the Australian mid-market.
· Strong existing relationships with AWS sellers, account managers, field teams or partner teams.
· Practical understanding of AWS partner GTM, co-sell, opportunity registration and funding motions.
· Experience at AWS, an AWS Premier Tier Services Partner or a comparable cloud consultancy is highly desirable.
· Demonstrated ability to personally generate pipeline and close new customers.
· Working knowledge of cloud migration, modernisation, data, AI and managed-services value propositions.
· Entrepreneurial and hands-on operating style, with comfort working in a fast-moving and less structured environment.
· Strong customer communication, commercial judgement, follow-through and attention to detail.
Profiles to avoid
· Candidates who know AWS socially but cannot show AWS-influenced pipeline or closed business.
· Partner-management profiles whose experience is primarily administrative or relationship maintenance.
· Account managers who rely on renewals, installed customers or marketing-generated leads.
· Candidates who require a highly structured environment or large support team to create opportunities.
First 90 days
Period Expected outcomes
Learn Minfy's services and proof points; map the AWS field; identify 30 priority mid-market Days 1-30 accounts.
Establish active relationships with at least 15 AWS sellers/account managers; complete 20 Days 31-60 AWS or customer development meetings.
Period Expected outcomes
Build at least $1.5m qualified pipeline; create 10 qualified opportunities; progress at least Days 61-90 three to funded assessment, proposal or paid discovery.
Sales quota
Recommended planning quota: AUD $2.75m in eligible signed services bookings, subject to final approval in the annual incentive plan. At least 80% should come from net-new customers. At least 50% of qualified pipeline should be AWS-sourced or AWS-influenced, but AWS activity does not retire quota until it becomes eligible signed business.
Period Quota share Eligible bookings
Q1 15% $412,500
Q2 20% $550,000
Q3 30% $825,000
Q4 35% $962,500
Full year 100% $2,750,000
Quota retires when the customer agreement or statement of work is executed and delivered, any required purchase order is received, scope and margin are approved, delivery has an authorised start date, end date and the CRM record is complete. AWS introductions, meetings, funding applications and opportunity registrations are leading indicators only.
Recruiter screening scorecard
Assessment area Points Evidence required
Current and relevant relationships that have created customer access AWS field relationships 30 or pipeline
Demonstrated hunter record 25 Specific self-generated opportunities, new logos and signed outcomes
AWS co-sell and funding 20 Practical use of co-sell, registration, MAP or other applicable programs capability
Can run first discovery and position migration, modernisation, data, AI Cloud and consulting credibility 15 and managed services
Entrepreneurial operating style 10 Works hands-on, moves quickly and builds structure where little exists
Recommended shortlist threshold: 75/100, with no score below 3/5 for AWS field relationships or demonstrated hunting.
Mandatory recruiter questions
· Which AWS sellers or account managers have you worked with recently, and what pipeline or closed business resulted?
· Describe an AWS co-sell or funded opportunity you personally created and progressed. What did you do at each stage?
· What percentage of your last 12 months' pipeline was self-generated, AWS-generated or marketing-generated?
· Give an example of a new mid-market customer you won. What was the signed value, margin and sales-cycle length?
· How would you create your first $1.5m of qualified pipeline for Minfy within 90 days?
Pay: $120,000.00 – $200,000.00 per year
Work Location: Hybrid remote in North Sydney NSW 2060
