JOB DESCRIPTION
AWS Cloud Sales Representative
India (Bengaluru / Mumbai/Pune / Delhi NCR/ Chennai)
Department Cloud Sales & Partnerships
Reports To Head of Cloud Sales
Experience 3 – 4 Years
Employment Type Full-Time, Permanent
About the Role
We are seeking a driven and technically aware AWS Cloud Sales Representative to join our high-growth Cloud Solutions team in India. In this individual-contributor role you will own the full sales cycle — from prospecting and discovery through to commercial negotiation and post-sale expansion — for a defined territory or named-account segment. You will work closely with AWS Partner Network (APN) resources, solutions architects, and delivery teams to position and sell cloud transformation, migration, managed services, and SaaS offerings built on Amazon Web Services.
This is an excellent opportunity for someone who has cut their teeth in cloud or IT sales and is ready to take ownership of a meaningful quota and career trajectory within a rapidly scaling organisation.
Key Responsibilities
Pipeline & Revenue Generation
- Own and exceed an annual quota target (₹15–25 Cr ARR depending on segment) across new logos and account expansion.
- Develop and execute territory/account plans to generate pipeline through prospecting, referrals, events, and digital outreach.
- Manage the end-to-end sales cycle: qualification, discovery, solution mapping, commercial structuring, negotiation, and close.
- Maintain an accurate and healthy 3× pipeline coverage ratio in CRM at all times.
Customer Engagement & Solutioning
- Engage C-suite, VP-level, and IT decision-makers to understand business goals and map them to AWS-based solutions.
- Collaborate with Solutions Architects to design and present technically credible proposals, PoC roadmaps, and ROI models.
- Lead executive business reviews (EBRs) and QBRs for key accounts, ensuring high satisfaction and identifying upsell/cross-sell opportunities.
- Translate complex cloud concepts (IaaS, PaaS, serverless, data & analytics, security, DevOps) into clear business value propositions.
Partner & Ecosystem Collaboration
- Work closely with AWS account teams, technical account managers (TAMs), and ISV partners to co-sell and drive joint pipeline.
- Leverage AWS co-sell programs, Marketplace listings, and funding mechanisms (MAP, SFP, POC credits) to accelerate deals.
- Represent the company at AWS summits, partner days, and industry events across India.
Forecasting & Reporting
- Provide accurate weekly/monthly revenue forecasts and activity metrics to sales leadership.
- Maintain clean CRM hygiene — opportunities, contacts, activities, and deal stages updated in real time.
- Share market intelligence, competitive landscape, and customer feedback to influence product and go-to-market strategy.
Required Qualifications
- 3 – 4 years of quota-carrying B2B sales experience, with at least 2 years in cloud/IT services or SaaS.
- Demonstrated track record of meeting or exceeding sales targets in a fast-paced, high-growth environment.
- Working knowledge of core AWS services — EC2, S3, RDS, Lambda, EKS, CloudFormation, IAM, and key analytics/ML offerings.
- Experience engaging enterprise or mid-market customers across verticals such as BFSI, e-commerce, manufacturing, healthcare, or IT/ITeS.
- Proficiency with CRM tools (Salesforce preferred) and sales productivity platforms (Outreach, LinkedIn Sales Navigator, etc.).
- Strong communication, presentation, and executive-presence skills in English; regional language fluency is a plus.
- Bachelor's degree in Engineering, Computer Science, Business, or a related field.
Preferred Qualifications
- AWS Certified Cloud Practitioner or AWS Certified Solutions Architect – Associate (active certification).
- Experience with AWS Partner Network (APN) co-sell motions and deal registration processes.
- Exposure to solution/value selling methodologies — MEDDIC, SPIN, Challenger, or equivalent.
- Prior experience at an AWS Advanced or Premier Tier Consulting Partner, GSI, or cloud-native ISV.
- MBA or equivalent postgraduate qualification.
Understanding of Indian regulatory landscape for cloud adoption (DPDP Act, RBI cloud guidelines, SEBI frameworks).
