AWS Sales Lead

OpsTree Solutions; Hyderabad; On-site; INR 2,500,000 - 5,000,000; Full time

Job summary

OpsTree Solutions in Hyderabad is seeking an experienced Senior Enterprise Sales professional to drive new logo acquisition across enterprise and mid-market accounts. You will lead end-to-end deals, collaborate with AWS account teams, and position cloud-enabled transformations for business impact.

With 8+ years in B2B tech sales, you will map executives, manage long cycles, and coordinate with pre-sales, delivery, and marketing to close complex opportunities and grow a regional footprint.

Qualifications

• 8+ years in B2B enterprise field sales for technology services.
• Proven track record of acquiring new logos in enterprise accounts.
• Strong knowledge of AWS APN programs, competencies, and incentives.
• Ability to navigate long, complex sales cycles with multiple stakeholders.
• Established regional network of enterprise clients or AWS contacts.

Responsibilities

• Drive new logo acquisition for enterprise and mid-market accounts.
• Collaborate with AWS account managers to identify joint prospects.
• Own end-to-end sales lifecycle from lead generation to negotiation.
• Execute territory plans and leverage cloud-native incentives.
• Engage CXO/VP/Director stakeholders to translate tech value to business outcomes.
• Coordinate with pre-sales, delivery, and marketing to tailor solutions.
• Maintain accurate forecasts and CRM records; report pipeline health.

Skills

Enterprise sales

Account acquisition

Consultative selling

Executive stakeholder mapping

Cloud / AWS

Multi-cloud positioning

Territory strategy

Relationship management

Tools

CRM

AWS APN Portal

Job description

Net-New Acquisition

Drive acquisition of enterprise and mid-market accounts by prospecting and closing deals for our full suite of technology services and products.

AWS Co-Selling

Actively collaborate with AWS Account Managers to identify joint prospects and leverage the AWS ACE (APN Customer Engagements) platform to accelerate the sales cycle.

Sales Lifecycle Management

Own the end-to-end B2B enterprise sales process, from lead generation to final negotiation, including complex deal structures like AWS Marketplace Private Offers.

Territory Strategy

Execute account penetration plans that combine traditional field sales tactics with cloud-native incentives (e.g., AWS MAP or funding programs).

Customer Engagement & Relationship Management

Executive Stakeholder Mapping: Engage with CXO, VP, and Director-level stakeholders to understand business pain points and position tailored Digital Transformation solutions.

Consultative Value-Selling: Act as a trusted advisor, translating technical capabilities into business outcomes, including Cloud Economics (TCO/ROI) and operational efficiency.

Internal Orchestration: Coordinate with pre-sales, delivery, and marketing teams to ensure that proposed solutions—whether bespoke services or AWS-aligned architectures—meet client expectations.

Technology & Solution Portfolio

Diversified Selling: Sell a comprehensive portfolio including Cloud, Data, and AI services, alongside specific SaaS and platform offerings.

Technical Fluency: Maintain a strong understanding of modern IT ecosystems, including Infrastructure as Code, DevOps, and AWS core services (Compute, Storage, and Generative AI/Bedrock).

Market Positioning: Stay current on competitor offerings (Azure/GCP) to effectively position our unique value proposition in a multi-cloud or hybrid environment.

Regional Execution & Forecasting

Market Presence: Leverage an existing regional business network to establish a dominant market presence within the assigned geography.

Sales Hygiene: Maintain accurate forecasts in the CRM, ensuring all partner-linked opportunities are correctly mirrored in the AWS APN Portal.

Reporting: Provide regular updates to leadership on pipeline health, focusing on both direct-sell and partner-influenced revenue streams.

Required Qualifications & Experience

Experience: 8+ years in B2B Enterprise Field Sales for Technology Services, with a proven track record of acquiring new logos.

Cloud Ecosystem Knowledge: Strong hands‑on experience navigating the AWS Partner Network (APN), including its programs, competencies, and incentives.

Sales Excellence: Demonstrated ability to manage long, complex sales cycles ($100k+ ACV) involving multiple stakeholders and procurement teams.

Strategic Domain Expertise: Solid understanding of Cloud, Data, and Digital Transformation domains; AWS Cloud Practitioner or similar certification is a plus.

Regional Network: An established “rolodex” of regional enterprise clients and/or AWS sales contacts.

Communication: Exceptional presentation skills, with the ability to articulate technical value to both business and engineering leaders.