Cloud Sales Representative, Scale, Scale India- AWS

The Cloud Sales Representative (CSR) is responsible for driving adoption of AWS services with prospects and customers. They collaborate cross functionally with Demand Generation Reps (DGRs), Solution Architects (SAs), Partner Sales/Development Managers (PSM/PDM), Industry Teams and Specialist Organizations (WWSO) to engage new AWS customers (measured by MBOs) along with deepening existing customer relationships to increase AWS’s footprint within the account (measured by Revenue). The CSR plays a pivotal role in rapidly expanding AWS presence through lead and opportunity management, and closely working alongside teams such as Marketing/Programs teams for targeted campaigns, orchestration of cross-team resources, and the design and tactical execution of Territory Sales Plans (TSP).
Key job responsibilities
CSRs are assigned dedicated territories with named accounts under the Scale motion, and are responsible for their territories’ revenue quota, Management by Objective (MBO) goals and end-to-end sales cycle of accounts in their territories. CSRs are assigned territories, and need to complete their TSP at the beginning of each year when they receive their territory. As the CEO of their territory, the CSRs build the execution plan with key initiatives which then translates into specific activities/tactics executed by different stakeholders (CSR/DGR/partners) to achieve FY goals. CSRs own the writing and execution of their TSPs, which will be updated and reviewed every 6 months with CSR Manager and Scale PSM. CSRs will work closely with Scale PSMs (who will write TPSPs or Territory Partner Sales Plan), with Scale PSMs providing guidance on partner engagement as CSRs plan and execute activities. CSRs will assign accounts for partners to engage and will prospect remaining accounts (not assigned to partners/DGRs) and pass AWS-originated opportunities to partners. CSRs will join biweekly account/pipeline review cadence with partners and Scale PSMs (led by PSMs). When required, CSRs will provide support to partners in customer engagements (e.g. advising on credit programs, addressing blockers/issues faced in implementation, managing escalations). To maximise coverage and scale efficiently, CSRs will apply a programmatic and repeatable motion (incl. 1:many customer engagement activities/events, either physical or virtual) to create, progress and close opportunities via inbound and/or outbound channels to engage with new and/or existing customers to generate qualified pipeline and work with Partners & DGRs to extend reach.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
- Experience communicating and delivering presentations to customers, stakeholders, and/or teammates
- BS degree in computer science, engineering, mathematics or equivalent, or 4+ years of technical work experience
- Bachelor's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent
- Experience working with or having knowledge of cloud computing and existing cloud technologies
- Experience working within the channel- and partner community across multiple sales segments
- 5+ years of technology related sales, business development or equivalent experience
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.