AWS Account Manager
With 390+ employees and 350+ customers globally, the organization operates across Asia Pacific, North America, and emerging markets. They are majority-owned by a Global Infrastructure fund with significant assets-under-management.
Role Overview
Key Responsibilities
New Logo Acquisition & Pipeline Generation
- Prospect and acquire new enterprise customers with focus on cloud migration, modernization, and digital transformation initiatives
- Conduct outbound prospecting across assigned geographies (Bangalore, Chennai, Gurgaon) leveraging your local network and market connections
- Develop and execute account expansion strategies to grow wallet share within existing customer base
- Build a robust pipeline of qualified opportunities with clear sales progression and forecasting
Customer Relationship Management
- Establish and nurture strong relationships with C-suite and technical stakeholders at enterprise customers
- Conduct discovery calls to understand customer business challenges, objectives, and cloud transformation roadmap
- Serve as the primary point of contact for assigned accounts, ensuring exceptional customer experience and satisfaction
- Identify upsell and cross-sell opportunities aligned with customer requirements
AWS Partnership Collaboration
- Work hand-in-hand with AWS sales and solutions architects to co-sell cloud services and solutions
- Leverage AWS partner benefits, resources, and deal registration programs to accelerate sales cycle
- Maintain strong alignment with AWS account executives to identify joint opportunities and maximize deal velocity
- Support AWS co-selling initiatives while driving organizational positioning and commercial objectives
Deal Closure & Revenue Growth
- Navigate complex enterprise buying cycles and multi-stakeholder decision processes
- Collaborate with Pre-Sales and Solutions teams for technical qualification and proof-of-concept (PoC) handoffs
- Drive negotiations and close deals with clear contract terms aligned with commercial objectives
- Forecast pipeline accurately and track progress against monthly and quarterly revenue targets
Market Intelligence & Feedback
- Provide ongoing feedback on market trends, competitive landscape, and customer requirements to leadership
- Identify emerging opportunities in cloud adoption, industry verticals, and customer segments
- Maintain CRM data integrity and reporting compliance for accurate sales visibility and forecasting
Required Skills & Experience
Cloud Sales Expertise
- 7+ years of B2B enterprise sales experience, with proven success in cloud solutions (AWS preferred)
- Demonstrated expertise in closing cloud migration, modernization, and digital transformation deals
- Strong understanding of AWS services, cloud architecture, and enterprise transformation use cases
Account Management & Territory Ownership
- Proven ability to build and manage enterprise accounts from prospecting through expansion
- Comfortable with both new logo acquisition and strategic account growth (hunting + farming)
- Track record of consistently exceeding sales quotas and building predictable pipeline
Market & Relationship Skills
- Deeply rooted in your local market (Bangalore, Chennai, or Gurgaon) with an extensive professional network
- Excellent ability to identify, engage, and influence C-suite and technical decision-makers
- Strong networking and relationship-building capabilities in the local startup and enterprise ecosystem
AWS Partner Ecosystem Experience
- Prior experience with established AWS partner organizations is strongly preferred
- Familiarity with AWS Partner Network (APN) benefits, co-selling models, and deal registration processes
- Understanding of AWS service lines and how partners can differentiate and deliver value
Execution & Collaboration
- Strong communication and presentation skills to represent the organization professionally with customers
- Ability to collaborate effectively with Pre-Sales, Solutions Architects, Delivery, and Customer Success teams
- Sales discipline with excellent CRM hygiene, forecasting accuracy, and reporting compliance
- Self-motivated and results-oriented with ability to work independently in a field-based environment
Candidate Profile Requirements
- Must be based locally in your assigned territory (Bangalore, Mumbai, Chennai or Gurgaon) no outstation profiles
- No prior sales experience in international markets (UK, USA, or other regions)
- Inside Sales or SDR experience is not relevant for this role
Bachelor's degree in any discipline; MBA or equivalent is preferred
Success Metrics
- Number of qualified opportunities generated and forecasted per quarter
- New logo acquisition count and Average Contract Value (ACV)
- Sales cycle velocity and deal closure rate
- Revenue attainment against quarterly targets
- Customer satisfaction and retention rates for managed accounts
- Pipeline health and month-over-month (MoM) growth
- AWS co-sell deal participation and joint revenue contribution
- Forecast accuracy and CRM data integrity
Company Culture & Values
- Integrity & Transparency - Being honest, ethical, and transparent in all dealings
- Customer Success - Customer success is their success; they go the extra mile to deliver value
- Continuous Learning - Staying ahead of technology trends and investing in team growth
- Diversity & Inclusion - Celebrating diverse perspectives and creating an environment where everyone thrives
- Agility & Innovation - Embracing change and innovating to solve complex challenges
- Accountability & Excellence - Taking ownership, maintaining high standards, and delivering results
Benefits & Perks
- Competitive salary with performance- based incentives and commissions (20-30 LPA including 33% variable)
- Flexible work arrangements and work-life balance
- Professional development and training opportunities
- Career progression opportunities in a growing, high-energy organization
- Collaborative and inclusive work environment with global exposure
- Industry-leading cloud partnership benefits and resources
Ready to drive enterprise cloud transformation?
If you're a high-performing, market-savvy sales professional with deep cloud expertise and a strong network in your region, we want to hear from you. Help enterprises accelerate their digital transformation journey and drive growth.
