Role Summary: The AWS Cloud Sales Director is responsible for driving growth, market leadership, and large-deal wins on Amazon Web Services (AWS) by shaping and closing enterprise cloud and AI-led transformation programs. This role owns the end-to-end AWS sales lifecycle, from account strategy and demand creation to deal shaping, executive engagement, commercial negotiation, and closure.
The role requires deep expertise in AWS services, cloud migration and modernization, cloud-native platforms, managed services, FinOps, security, and GenAI adoption on AWS, combined with strong C-suite presence and a proven track record of closing complex, multi-year AWS transformation deals.
Key Responsibilities - Revenue Growth & AWS Deal Leadership
- Own and drive AWS-led revenue growth across assigned strategic accounts, industry segments, or geographies.
- Lead large, complex AWS pursuits including cloud migration, cloud-native modernization, data and AI platforms, and managed services.
- Shape differentiated AWS-centric win themes and value propositions aligned to customer business outcomes (cost optimization, agility, resilience, innovation).
- Own deal qualification, pursuit strategy, pricing, commercials, and contract negotiations in collaboration with finance and legal teams.
- Client & Executive Engagement
- Build and sustain trusted relationships with CIOs, CTOs, CDOs, CISOs, and Heads of Cloud / Platforms.
- Act as a strategic advisor to clients on AWS adoption strategy, landing-zone design, operating models, security posture, and FinOps maturity.
- Lead executive-level conversations on AWS value realization, AI readiness, migration risk, and transformation outcomes.
- AWS Solution Shaping & Alliance Alignment
- Partner with solution architects and delivery leaders to shape scalable, secure, and executable AWS solutions.
- Work closely with AWS alliance teams to develop joint account plans, co-sell motions, and differentiated go-to-market offerings.
- Leverage AWS programs (MAP, ISV, Industry Accelerators) to strengthen deal value and credibility.
- Ensure alignment between sales commitments and delivery feasibility, driving sustainable wins and long-term client satisfaction.
- Account Strategy & Market Development
- Develop and execute account-level AWS growth strategies aligned to customer cloud roadmaps and modernization priorities.
- Identify and incubate opportunities across AWS migration, application modernization, platform engineering, GenAI, data & analytics, security, and managed services.
- Maintain disciplined sales governance across pipeline, forecasting, deal reviews, and win-loss analysis.
- Leadership & Collaboration
- Serve as a senior AWS growth leader across sales, solutioning, and delivery organizations.
- Mentor account teams and next-generation sales leaders in AWS-first and AI-led selling.
- Collaborate with industry groups, delivery units, and global teams to scale repeatable AWS offerings and accelerators.
Required Experience & Qualifications - 1318+ years of experience in enterprise technology sales, consulting, or services with a strong focus on AWS and public cloud transformation.
- Proven success in closing large, complex AWS deals (migration, modernization, data/AI, managed services).
- Deep understanding of AWS services and architectures (IaaS, PaaS, EKS, serverless, data & analytics, AI/ML).
- Experience selling to Global 2000 / Fortune-scale enterprises with executive-level client exposure.
- Strong commercial acumen including pricing models, risk management, and contract negotiation.
- Ability to translate AWS capabilities into measurable business outcomes (cost reduction, agility, resilience, growth).
Preferred Attributes - Experience with GenAI, data platforms, and AI workloads on AWS.
- Familiarity with industry-specific AWS use cases (Life Sciences, Healthcare, Manufacturing, Financial Services, Logistics).
- Hands-on experience working with AWS alliance and partner ecosystems.
- Excellent executive communication, storytelling, and presentation skills.
Salary Range: $154,600-$181,800 a year
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