Cloud Sales Representative , India Startups
DESCRIPTION
AWS offers a set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including mobile applications, big data analytics, AI/ML platforms, and microservices/serverless infrastructures. Amazon Web Services India Private Limited, a reseller for cloud services in India, is looking for a Business Development Representative to help drive the growth of early and high-potential startups in India who are net new and existing customers of the AWS platform.
You need to possess a passion for Startups, be a self-starter with a strong entrepreneurial spirit who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently embrace the Amazon Culture. Your responsibilities will include driving growth, user adoption, migrations and ensuring startups select AWS as their preferred cloud provider in India. You will work closely with counter-parts in business development, marketing, solution architecture and partner teams to lead the execution of BD plays.
The candidate should have a technical background that enables him/her to drive engagement at the CXO level as well as with software developers and IT architects. The candidate should be an exceptional analytical thinker who thrives in fast-paced dynamic environments and has excellent communication and presentation skills. You should be visioning and executing via collaboration with an extended team to address customer needs.
Key job responsibilities
• Drive growth and market share in a defined territory
• Develop and execute against a comprehensive account/territory plan
• Create & articulate compelling value propositions around AWS services
• Assist customers in identifying use cases for priority adoption of AWS as well as best practices implementations
• Accelerate customer adoption by engaging Founders, Customer executives, Board of Directors and VC influencers
• Work with AWS partners to manage joint selling opportunities to efficiently manage medium to high scale customer engagement across tens or hundreds of existing AWS customers
• Develop long-term strategic relationships with key accounts
A day in the life
* Research and prepare for the day’s customers meetings and calls by reviewing data driven triggers.
* Collaborate with cross functional teams on pitches, demos and outbound prospecting activities.
* Customer meeting(s) and customer cadence calls
* Stakeholder mapping
* Ensure high standards and maintain SFDC hygiene
* Ensure timely communication with External and Internal stakeholders
* Addressing inbound leads
* Proactive monitoring of customer activity, spotting retention risks and building mitigation plans
About the team
The AWS Startups team partners with startups around the world to build, launch, grow, and help scale their business. We don’t just support startups with cloud infrastructure, but also partner with our startup customers throughout their journey by providing resources to tackle challenges from early stage fundraising to building technical teams and developing startup culture.
AWS Sales, Marketing, and Global Services is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Diverse Experiences
Amazon 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.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empowers us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
BASIC QUALIFICATIONS
• 5+ years of technology experience with a focus on Inside Sales Business Development (quota-carrying) with the ability to handle in-person, 1:1 / 1:few interactions
• Experience in working with Startups in identifying, developing, negotiating, and closing medium-scale technology deals.
• Experience in positioning and selling technology to existing AWS customers and often in new market segments.
• Excellent verbal and written communications skills
PREFERRED QUALIFICATIONS
• BA/BS/B.Tech degree required. Masters or MBA is a plus.
• Understanding of FinTech / Healthcare / SaaS/ISV or E-Commerce verticals and experience in selling to startups will be an advantage.
• Understanding of AWS and/or technology as a service (IaaS, SaaS, PaaS) is preferred.
• 1-2 years of Team Lead or player-coach experience in sales or technical pre-sales roles