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. 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.
- Experience in executive level engagement with SVP/VP/C-Suite
- 4+ years of sales experience
- Experience with AI/ML technologies
- BTech, MSc, or MBA in a related field (Computer Science, Electronics Engineering, etc.) or equivalent
- AWS Solutions Architect Certification
- Experience selling cloud solutions at a software company or equivalent
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