Lecture Notes: IES Partner of the Year Award Presentation

Overview

• The IES (Institute for Excellence in Sales) is a member-driven organization.
• Customers are referred to as "partners" to emphasize collaboration.
• Recognition given through awards such as "Partner of the Year."

Key Participants

• Companies Mentioned: Karasov, Hilton, Cvent, AWS, Salesforce.
• Notable Individuals:
  • Gina (former awardee)
  • Daryl Gert (former awardee)
  • Bob Green (2023 Member of the Year, now Partner of the Year)
  • Rebecca Weatherly (2024 Partner of the Year)

Partner of the Year Award

• Rebecca Weatherly:
  • Director of Worldwide Public Sector Systems Integrator Partners for AWS.
  • Leads a team of 90 at AWS.
  • Praised for nurturing talent and commitment to sales leadership.

IES Recognition

• Focuses on champions of IES and advocates for sales leadership training.
• The award emphasizes collaboration within business and community networking.

Rebecca Weatherly's Contributions

• Role at AWS:
  • Committed to AWS's mission to be the Earth's best employer.
  • Engages in nurturing and developing talent, particularly through the IES Women in Sales program.
  • Values IES for its world-class programming, despite AWS having its own content.

Skills and Development

• Critical skills for sales professionals include:
  • Communication, listening, problem-solving, technical depth
  • Prospecting, collaboration, relationship building
  • Financial acumen, strategic agility, negotiating
• Development requires on-the-job training, mentoring, and dedication.

IES and AWS Partnership

• Partnership focuses on improving AWS sales teams.
• 32 women to complete the Women in Sales Forum by year-end.
• Enhances skills, career advancement, and creates lasting bonds.

Leadership and Vision at AWS

• Leadership principles emphasize:
  • Creating a diverse, productive, and just work environment.
  • Leaders lead with empathy and encourage fun.
  • Commitment to personal success of employees, whether at AWS or elsewhere.

Learning and Curiosity

• IES provides platforms for growth in sales profession.
• Encourages leaders to "learn and be curious," a key Amazon principle.

Closing Remarks

• Standing ovation for Rebecca Weatherly.
• Acknowledgment of contributions by Bob Green and others at IES.