SourceFuse is an AWS Premier Tier Services Partner. We help enterprises modernize on AWS and put AI to work in production: GenAI and agentic AI services built on a foundation of cloud modernization, application development, and data engineering. We sell business outcomes, not migration hours.

Our clients are enterprises and SMB customers in healthcare, financial services, Telco and Energy & Utilities industries, and our edge is the combination of AWS Premier status along with 600+ employees running Agentic solutions for customers on AWS every day.

The Role

You will own the AWS channel for Australia. That means co-sell motion with AWS field teams, the pipeline it generates, and the AWS-sourced and AWS-influenced number that results. You are not inheriting the whole ANZ sales organization; you are taking over its most important channel and running it as a business, working alongside the broader sales and delivery teams.

In the first phase you carry the number personally: building the AWS field relationships, originating co-sell pipeline, and closing deals with the AWS accounts team. As the channel scales, you hire and lead the AWS-aligned sales team, with the expectation that this begins within the first 6 to 12 months. You should be as comfortable running a monthly cadence with AWS partner development managers as you are in a boardroom framing an AI modernization business case for a CIO.

What You Will Own

- The AWS-sourced revenue number. Own the target, forecast, and plan for AWS-sourced and AWS-influenced revenue in ANZ. Personal quota in phase one; channel number as you build.
- The AWS co-sell engine. Build and maintain named relationships with AWS PDMs, account teams, and vertical sellers. Run co-sell as a system with a defined cadence, mapped accounts, and mutual pipeline reviews, not as an occasional referral channel.





- The AWS partnership as an asset. Own SourceFuse’s standing in the AWS field for ANZ: competency and program positioning, seller mindshare, and the reputation that makes AWS teams bring us into deals first.
- AWS programs and funding. Use MAP, POC funding, Marketplace private offers, and partner incentives fluently to de-risk deals for customers and accelerate close.

- Closing co-sell deals. Take AWS-originated opportunities from introduction to signature: outcome-based, multi-stakeholder services engagements, typically $500K and above, with C-level and economic buyers. Land, deliver, expand.
- Qualification beyond BANT. Uncover the business problem behind the stated requirement and map it to SourceFuse offerings; walk away early from deals that will not convert.

- Forecast and pipeline discipline. Maintain an accurate, inspectable pipeline in the CRM with transparent stage definitions and honest commit calls.
- GTM feedback. Bring AWS field signal back into positioning, offers, and vertical strategy; you are the closest sensor we have to where AWS is placing its bets in ANZ.
- Team build-out. Define the hiring plan, recruit AWS-aligned sellers, and set the operating rhythm for the channel team once the motion is proven.

What You Bring

- 10+ years of enterprise sales experience in technology services or consulting, with 5+ years inside the AWS partner ecosystem.
- A working network across the AWS field: PDMs, sellers, and vertical teams who take your calls,



and evidence of pipeline built through those relationships.
- A track record of closing seven-figure services engagements and exceeding quota.
- Fluency in the modernization and AI conversation: able to frame GenAI, agentic AI, and cloud modernization as business outcomes for C-level buyers without a solutions architect in the room.
- Skilled at working with technical teams through complex, multi-stakeholder solution sales.
- Builder mentality: comfortable being the first seat, writing the playbook, and then hiring people better than yourself to run it.
- Excellent communication, presentation, and negotiation skills.

Education &

Experience

- Bachelor’s degree in Business, Marketing, or equivalent practical experience.
- AWS Cloud Practitioner certification preferred but not required.

Logistics
- Location: Sydney or Melbourne preferred.
- Travel: Approximately 30%, primarily to client sites and AWS field events.
- Supervisory responsibility: None initially. This role carries an explicit mandate to build and lead the AWS-aligned sales team for ANZ within the first 6 to 12 months.

What We Offer
- Competitive compensation with a comprehensive benefits package
- Paid time off (PTO) and paid company holidays.
- A certification program that funds continued education and development.
- Employee and customer referral programs.

Equal Opportunity

SourceFuse provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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.

📌 AWS Sales Leader (Melbourne)
🏢 Sourcefuse
📍 Melbourne