Client Partner - AWS

Location: Bangalore, Chennai, Mumbai, Gurgaon, Pune

Brief about the Team & Fractal
Fractal partners with Fortune 500 organizations to unlock business value through AI, Data, Cloud, and Digital Transformation. We combine deep domain expertise, advanced analytics, generative AI, and cloud technologies to help clients accelerate innovation, optimize operations, and drive measurable business outcomes. As organizations increasingly adopt cloud-first strategies, AWS plays a critical role in enabling scalable, secure, and data-driven transformation journeys.

Role Summary:
The Client Partner - Head of AWS is responsible for driving AWS-led business growth, expanding strategic client relationships, owning practice P&L, and delivering large-scale cloud transformation programs. This leader will serve as the executive sponsor for key client engagements, strengthen Fractals partnership with AWS, and help clients leverage AWS services to accelerate AI, Analytics, Data, and Digital modernization initiatives.
The role requires a blend of executive client engagement, cloud consulting expertise, sales leadership, alliance management, and business operations to scale the AWS practice.

Roles & Responsibilities:

Strategic Leadership
Define and execute the growth strategy for Fractals AWS Practice, aligned with the organizations overall business objectives.
Own the AWS Practice P&L, including revenue growth, margins, utilization, and overall business performance.
Develop offerings, accelerators, solution assets, and industry-specific cloud transformation propositions.
Collaborate with leadership teams to identify emerging market opportunities and expand AWS-led services.

Client Partnership & Business Growth
Build and manage executive relationships with C-level stakeholders across strategic accounts.
Act as a trusted advisor to clients on cloud transformation, modernization, AI/ML, data platform, and generative AI initiatives.
Drive account mining, cross-sell, and upsell opportunities across existing and new clients.
Lead strategic pursuits and large transformation deals from opportunity identification through closure.
Develop account growth plans and oversee pipeline generation, forecasting, and revenue realization.

AWS Alliance & Ecosystem Management
Serve as the primary leadership interface between Fractal and AWS.
Strengthen relationships with AWS sales, solution architecture, and partner teams.
Drive joint go-to-market initiatives, co-selling opportunities, AWS-funded programs, and marketplace engagements.
Ensure alignment with AWS partner competencies, specializations, and certifications.
Represent Fractal in AWS industry events, leadership forums, and customer engagements.

Practice & Talent Leadership
Build, mentor, and lead a high-performing team of AWS architects, consultants, engineers, and client partners.
Foster a culture of innovation, collaboration, and continuous learning.
Drive capability development across Cloud, Data, AI/ML, Security, Modernization, and GenAI on AWS.
Establish career development frameworks and succession plans within the AWS practice.

Service Delivery Excellence
Oversee successful delivery of AWS transformation programs across clients and industries.
Ensure projects meet quality, timeline, security, compliance, and business outcome expectations.
Collaborate with delivery leaders to improve delivery methodologies, governance, and customer satisfaction.
Act as an executive escalation point for strategic accounts and critical programs.

Innovation & Thought Leadership
Stay current with AWS technologies, industry trends, and emerging cloud capabilities.
Lead development of cloud-native AI and data modernization solutions leveraging AWS services.
Contribute to thought leadership through client workshops, industry forums, conferences, and publications.
Promote innovation through reusable frameworks, automation accelerators, and solution assets.

Financial Leadership
Develop and manage annual business plans and growth targets for the AWS practice.
Drive profitable growth through effective resource planning and portfolio management.
Monitor key business metrics including revenue, margins, utilization, pipeline, and customer satisfaction.
Identify opportunities for operational efficiency and cost optimization.

Qualifications
Bachelors degree in Engineering, Technology, Computer Science, or a related field. MBA preferred.
18+ years of experience in technology consulting, cloud services, digital transformation, or managed services.
Proven experience leading large AWS practices, cloud consulting organizations, or strategic cloud businesses.
Demonstrated track record of managing multi-million-dollar revenue portfolios and driving profitable growth.
Strong understanding of AWS Cloud services, Data Platforms, AI/ML, GenAI, Security, DevOps, Modernization, and Migration services.
Experience managing executive client relationships across Fortune 500 organizations.
Strong commercial acumen with expertise in deal shaping, negotiations, and contract management.
Proven ability to build and lead geographically distributed teams.

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