AWS Sales Manager

Job Description: Startup Sales Lead

Function: Sales / Business Development Segment: Startups & Digital Native Businesses Reporting Line: CBO / Practice Head Location:

Mumbai / Bangalore Experience: 2-5 years Career Path: This role has a clear path to a leadership position within the Startup segment, based

on performance and demonstrated character.

ABOUT THE ROLE

We are looking for a driven, ecosystem savvy sales professional to own and grow our Startup segment business. This role sits at the intersection

of cloud infrastructure, data & AI, and the AWS partner ecosystem, working directly with founders and CTOs to help fast growing startups adopt

cloud and AI capabilities, while maximizing the commercial and funding levers available through AWS.

This is an end to end ownership role: from sourcing and qualifying opportunities within the AWS ecosystem, to closing deals, to ensuring startups

are set up for long term success on the platform. High performers in this role will be given the opportunity to step into a segment leadership

position.

KEY RESPONSIBILITIES

Own the Startup Sales Motion End to End

Own the complete sales cycle: discovery, qualification, solutioning, proposal development, commercial negotiation, and deal closure.

Manage opportunities sourced through AWS referrals, marketing generated leads, inbound inquiries, outbound prospecting, and startup

ecosystem partnerships.

Maintain accurate pipeline visibility and forecasting.

AWS Partner Ecosystem & Program Execution

Build and manage the AWS partner ecosystem relationship, working closely with AWS Startup AMs and PSMs to source leads, co sell, and

align on account strategy.

Structure and execute large PPA and MAP engagements, managing commercial and technical stakeholders through to signature.

Leverage AWS funding and enablement programs, including AWS Activate, MAP, Well-Architected Reviews, GenAI-specific programs, and

other funding initiatives, to structure well funded, compelling deals for startup customers.

Represent the company at AWS and startup ecosystem events, building a personal network of founders, investors, and AWS ecosystem

stakeholders.

Consultative Selling to Founders & CTOs

Engage directly with Founders, CTOs, and technical decision makers, understanding their business and technical priorities.

Maintain a strong working understanding of the Data & AI landscape, including relevant AWS services, competitive tooling, and startup

buying patterns, to have credible, consultative conversations.

Articulate business value, ROI, scalability, and operational benefits, not just technical fit.

Startup Ecosystem Development

Build and maintain relationships beyond the immediate buyer, including accelerators, incubators, venture capital firms, and startup

communities.

Build ecosystem driven lead generation channels and create long term strategic relationships within the startup ecosystem.

Account Growth & Expansion

Drive new logo acquisition within the startup segment.

Identify upsell and cross sell opportunities within existing accounts as they scale (migration, modernization, managed services, data & AI,

security).

Develop long term account growth strategies rather than treating deals as one off transactions.

Cross Functional Collaboration

Work closely with Marketing, Presales, Delivery, and various AWS teams to ensure deals are well solutioned and well supported post sale.

Provide market intelligence and customer feedback to help refine messaging, offerings, and GTM strategy for the startup segment.

Contribute to startup focused sales playbooks and best practices.

MUST-HAVE REQUIREMENTS

Proven experience working within the AWS partner ecosystem.

Demonstrated experience engaging with Founders and CTOs as primary buyers/stakeholders.

Strong working understanding of the Data & AI landscape (platforms, tooling, and buyer priorities).

Track record of owning and driving deals end to end, with full accountability for closure.

Hands on experience executing large PPAs and MAPs.

Deep, working understanding of AWS funding programs.

Direct experience working with AWS Startup AM/BD/CSR/DGs and PSMs.

AWS certifications (e.g. Cloud Practitioner, Solutions Architect Associate).

GOOD TO HAVE

Proficiency with APN (AWS Partner Network) portals and AWS funding/co sell portals.

Prior experience at a cloud consulting/reseller partner, systems integrator, or a startup focused GTM function.

Existing network within startup, VC, accelerator, or founder communities.

WHAT WE'RE LOOKING FOR

Entrepreneurial mindset with a genuine interest in the startup ecosystem.

Hunter mentality paired with an ability to grow and expand existing accounts.

Ability to simplify complex technology into clear business outcomes.

High ownership, urgency, and ability to operate independently.

Curiosity, resilience, and a continuous learning mindset.

WHAT SUCCESS LOOKS LIKE

Consistent, predictable pipeline generation and conversion within the startup segment.

Well structured, funded deals that maximize both customer value and AWS program benefits.

Strong, trusted relationships with AWS AMs/PSMs that translate into reliable deal flow.

Growth of AWS sourced and ecosystem driven opportunities over time.

Strong pipeline hygiene and forecasting accuracy.

Demonstrated readiness to take on broader leadership responsibility for the segment.

GROWTH PATH

This role is structured as a growth seat. Based on performance and the character displayed in how deals, relationships, and the team are

handled, the successful candidate will be positioned to take on leadership of the Startup segment.