Role: AWS Client Partner - Business Development
Experience: 8-15 years
Location: Hyderabad
Fission Labs is a product engineering and AI services firm headquartered in Hyderabad, delivering for US and European mid-market technology companies. We build custom software, data platforms, and agentic AI solutions. We have the delivery. We have the clients. Now we're building the revenue engine - and this role is the foundation of it.
We are an AWS Partner and this is a partner-led revenue generation role where your existing network inside the AWS ecosystem is the single most important thing you bring on Day 1.
WHAT YOU WILL DO
- Own and grow Fission Labs AWS partnership - PDMs, Channel Account Managers, Partner Success Managers, and PSAs across North America
- Drive co-sell pipeline by sourcing and progressing opportunities through AWS Partner Central, APN CRM, and internal AWS referrals
- Qualify and convert AWS-referred leads into active engagements for Fission Labs delivery teams
- Position Fission Labs as the preferred delivery partner in AWS-led conversations for cloud migration, data, and application modernization
- Register and manage opportunities in AWS Partner Central - owning the entire opportunity lifecycle from identification to closed revenue
- Leverage and unlock AWS-funded programs: Migration Acceleration Program (MAP), ISV Accelerate, MSSP, AWS Marketplace, and AWS Partner-funded POCs
- Identify partner-to-partner (P2P) opportunities - ISVs building on AWS who need implementation and staffing partners
- Represent Fission Labs at AWS events: re:Invent, AWS Partner Summits, AWS re:Inforce, and regional AWS events
- Work closely with Fission Labs leadership and delivery teams to shape service offerings that align with AWS program requirements
- Track, report, and own the partner-sourced pipeline and revenue attribution metrics
WHAT WE ARE LOOKING FOR
We are looking for someone who has lived inside the AWS partner world from IT services company who owned and grew an AWS partnership. You know how AWS partner programs work from the inside. You know how to get PDMs to co-sell with you. You know how to register opportunities in Partner Central and what it takes to get an AWS-funded engagement off the ground.
Must Have - Non-negotiable:
- AWS Ecosystem experience: Minimum 4-5 years of direct experience inside the AWS partner ecosystem - as an Alliance / Partner Manager at an AWS-partnered IT services or consulting company
- Co-Sell Track Record: Demonstrable history of co-selling through AWS with measurable pipeline contribution - not just attending AWS events but closing deals through the partner channel
- Hands-on experience with AWS Partner Central (APN CRM) - opportunity registration, co-sell submissions, ACE pipeline management
- Partner Central Fluency: Hands-on experience with AWS Partner Central (APN CRM) - opportunity registration, co-sell submissions, ACE pipeline management
- APN Program Knowledge: Deep working knowledge of APN partner tiers (Select / Advanced / Premier), funding programs, competencies, and how AWS internally incentivizes PDMs to co-sell
- North America Network: Existing relationships with AWS Partner Development Managers, CAMs, or WWPS / Commercial team members in North America
- Business Development Experience: 8+ years of B2B technology sales or business development experience in the IT services, consulting, or cloud space
Good to Have:
- AWS Certifications - Cloud Practitioner, Solutions Architect, or APN Partner accreditations
- Experience with AWS Marketplace - listing management, private offers, procurement co-sell
- Prior experience at an AWS Advanced or Premier Consulting Partner
- Familiarity with Fission Labs-adjacent service lines: cloud migration, staff augmentation, DevOps, data engineering
- Experience navigating AWS enterprise and startup ecosystems (WWPS, Commercial, Startup Programs)
THIS ROLE IS NOT FOR YOU IF...
- You have AWS experience that means you sold to AWS customers - we need someone who has sold through AWS
- Your AWS network lives in a spreadsheet you haven't touched in 18 months
- You need a full marketing and SDR team to build pipeline - this role requires you to build the motion
- You have never registered an opportunity in Partner Central or run a MAP engagement
