Product Sales Specialist - SMB

Job Title:

Product Sales Specialist SMB

Location:

Field-Based (Target: NCR & Tier 1/2 SMB Clusters)
Reporting: SMB Lead Crayon

Role Summary:

We are seeking highly driven and execution-focused individuals to act as "Feet on Street" resources to accelerate AWS business growth in the SMB segment. The AWS SMB Partner Activation Specialist will be responsible for activating, onboarding, and scaling strategic SMB partners while driving new customer acquisition and AWS workload adoption.

Key Responsibilities:

1. Partner Activation & Onboarding

• Identify and recruit new SMB-focused AWS reseller partners.
• Conduct partner onboarding sessions covering AWS business model, programs, and GTM strategies.
• Build foundational AWS capability within partners (training, tools, positioning).

2. GTM Execution & Customer Acquisition

• Create and implement monthly joint GTM and outreach plans with partners.
• Leverage AWS-led campaigns, MAP, OLA, CEI, Lift and co-branded initiatives to run lead-gen and customer workshops.
• Ensure alignment with AWS segment priorities (e.g., Migrate, Modernize, AI/ML, Data, Security).

3. Consumption Growth

• Track partner pipeline and drive AWS consumption through regular reviews and opportunity acceleration.
• Work with internal Solution Architects to provide technical support for migration, modernization, and PoC development.

4. Field Outreach

• Meet SMB partners and customers face-to-face across key territories to accelerate trust and execution.
• Drive offer positioning, customer education, and promotion of AWS incentive programs.

5. Reporting & Rhythm of Business

• Maintain structured RoB with partners, internal stakeholders, and AWS field teams.
• Use CRM tools to update partner interactions, pipeline status, and key metrics.
• Provide monthly performance updates and insights to management.

Ideal Candidate Profile:

• Experience:

  5–7 years in IT sales/business development, preferably in cloud, infrastructure, or SaaS with 2-3 years of AWS Experience

• Domain Expertise:

  Prior experience with AWS, Azure, or GCP ecosystem preferred.

• Mindset:

  Results-oriented, self-starter, and partner-first approach.

• Skills:

  Excellent communication, partner enablement, relationship-building, and field outreach skills.

• Tools:

  Comfortable with Excel, CRM, AWS Partner tools (ACE, APN, MAP, DMC).

• Certifications:

  AWS Cloud Practitioner or higher preferred.

Success Metrics:

• Number of SMB partners activated and onboarded
• Net new AWS customer adds
• Monthly AWS usage growth (via activated partners)
• GTM activities executed per quarter
• Partner satisfaction and repeat engagement

Role Benefits:

• Exposure to AWS ecosystem and partner growth strategy
• Opportunity to build strategic partner base for emerging territories
• Incentive structure aligned to milestones (partner add, customer add, usage milestones)