Product Sales Specialist - SMB

Job Title:

• 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 to 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)