We are excited to welcome Matt Kundtz to Perficient as the AWS Alliance Manager!
The Alliance Manager role is a leadership position focused on the stewardship of our AWS partnership. Matt joins our team with prior experience supporting the Microsoft ecosystem where he was an account manager and team lead. He is excited to hit the ground running and equally thrilled by the culture and structure of the alliance team!
5 Questions for Matt
Question 1: What is your overall goal as the new AWS Alliance lead? Describe how you plan to achieve that goal?
Matt: My over all goal as the new AWS alliance manager is to strengthen our internal teams through collaboration and bridging the gaps between business units to achieve a level of growth that will boost us into a Premier partner tier with AWS.
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I intend to achieve this goal in the following ways:
- Develop 3 “Super powers”: This will be the foundation for our message internally when propositioning our value to clients, as well as externally to AWS as we push to achieve a deeper partnership.
- “Bridging the gap” messaging and incentivizing: We want everyone from sellers, to technical teammates, to management to begin to have a mindset about how we bridge business units during deals to have a larger AWS footprint in each deal. Product Development and application development often have a link. Finding this link and promoting it on every call will ensure that one BU is not sitting on the side lines while the doors are already open.
- Quantify, qualify, close: I intend to be highly focused on new deals that enter our pipeline, understanding how to quickly qualify them, then quickly connect the field sellers with their respective resources. AWS has 14 leadership principles, one of them is bias for Action: “Speed matters in business. Many decisions and actions are reversible and do not need extensive study. We value calculated risk taking.” Putting focus on qualifying leads quickly will organically drive our growth internally and will allow AWS to see our full potential with in a year.
Question 2: What is your main responsibility in this role?
Matt: I see my main responsibility in this role as being the face and primary advocate for Perficient by championing our strengths to AWS. Secondly I see one of my main responsibilities as providing sales enablement internally but also externally to the AWS Field sellers. Sellers are busy, and thus often take the path of least resistance. If I can provide an easy path to our resources, and we show the value that we promise, the bridge will become strong for years to come.
Question 3: How do you plan to promote Perficient and our partnership with AWS?
Matt: This goes back to our 3 super powers. This is still under development but as of right now we are planning on presenting our 3 areas of strength as being around 1. Amazon Connect and Service Cloud Voice, as we are one of very few partners who can consult in both areas. 2. Application modernization – our partnerships with Red Hat and VMware will set us apart in AWS’s eyes. 3. Cloud Data Platforms and Data Processing. Our work with big data, Glue, and other serverless projects speak volumes already for our Data BU. My intention will be to quantify this into simple messaging that can be easily digested by AWS partner leadership.
Question 4: Do you have any advice for our sellers and consultants?
Matt: My background is in selling Microsoft Cloud as a Portfolio specialist. Microsoft does a good job of connecting the sale of an application/license to a holistic cloud conversation. As Consultants we are still sellers. it is our job to not stop at the application level, or the data level, or the migration, or the app Dev – but transition to all of them if possible. Always be curious, always challenge the client to go deeper. AWS has a slightly different model, but there is always a bridge from one area to another. This will go both ways and we will all be successful.
Question 5: What are you most excited for as the new AWS Alliance Manager?
Matt: I see AWS as a company that continues to push the boundaries on what the cloud is capable of. I am proud and excited to be the link between such an innovative company and Perficient, and organization that I believe could be a foundational partner of AWS in the near future. Connecting people to create outcomes is what I love to do. I am approach this role as a project manager and can not wait to see the end result of bridging some of our communication gaps and developing strong pillars that we can form our AWS business around.
About our AWS Practice:
Perficient is a proud AWS advanced consulting partner dedicated to providing the capabilities and support needed to develop, maintain, and manage innovative application in the cloud. As an advanced consulting partner, Perficient offers secure, easy-to-use, flexible and scalable AWS application hosting and architecture solutions to set your business up for success.
As an awarded industry leader, Perficient thrills clients with innovation. We help the world’s leading brands use AWS to accelerate digital transformation, drive innovation, grow their business, and create connected customer experiences. By leveraging consulting services, organizational change management, and customized solutions specific to each industry, Perficient’s clients are also able to accelerate time-to-market. With Perficient, you get the experience and expertise needed to deliver impactful solutions that drives your business forward.
Perficient is a global digital consultancy transforming how the world’s leading enterprises and biggest brands connect with customers and grow their businesses. With more than 20 years in the industry and nearly 5,000 colleagues worldwide, we bring experience and expertise, speed and agility, and a healthy dose of pragmatism to drive our clients’ businesses forward.
Our work enables clients to improve productivity and competitiveness; grow and strengthen relationships with customers, suppliers, and partners; and reduce costs. Perficient’s professionals serve clients from a network of offices across North America and offshore locations in Latin America, India, and China.