Job Information
Employee Type: Full Time – Office/Remote
Job Type: Cloud Sales Manager
Industry: Information Technology & Services
Cloud Sales Manager
We are looking for a Cloud Sales Manager to join the Onkatec team and manage the sales process for AWS Cloud solutions end to end.
As an AWS Advanced Tier Services Partner, we build solutions for our customers’ needs across Cloud, DevOps, Migration & Modernization, Security, FinOps, Data and Generative AI.
This role is not only about selling. Your core responsibility will be to understand the customer’s business goals and current technology landscape to create the right opportunities, manage the solution process together with AWS and our technical teams, and turn opportunities into sustainable business outcomes.
What You’ll Do
- Develop business opportunities in AWS Cloud, DevOps, Migration, Modernization, Security, FinOps, Data and AI with new and existing customers
- Take over qualified leads and opportunities from the Business Development team and manage the sales process end to end
- Run discovery meetings with customers to understand their business goals, current infrastructure, priorities, budget, decision-making process and project timeline
- Work with technical teams to shape the most suitable solution scope and approach for the customer
- Manage proposals, commercial discussions, negotiation and closing
- Track the sales pipeline regularly and keep opportunity stage, expected close date and forecast information up to date
- Work closely with AWS Account Managers, Solutions Architects and other AWS teams to develop joint customer opportunities
- Follow AWS referral and partner-generated opportunity processes
- When needed, bring AWS programs, promotional credits and funding options into the process to support the development of customer opportunities
- Ensure commercial coordination between the customer, AWS and Onkatec’s technical teams
- Identify new workload, service and project opportunities with existing customers to help grow accounts
- Own sales targets, pipeline growth and opportunity conversion rates
What We’re Looking For
- Experience in B2B technology sales
- Preferably sales experience in Cloud, AWS, SaaS, IT Services, DevOps or similar technology areas
- Strong command of complex / solution selling
- Able to assess customer needs not only at the product level but also in terms of business goals and technical requirements
- Able to manage discovery, qualification, proposal, negotiation and closing
- Disciplined in pipeline and forecast management
- Able to communicate effectively with decision-makers and technical stakeholders
- Familiar enough with cloud and technology terminology to work alongside technical teams
- Pursues growth opportunities with existing customers as much as new customer acquisition
- Results- and goal-oriented
- Strong follow-up, relationship management and negotiation skills
- Used to working in a CRM and keeping sales activities consistently documented
- Professional working proficiency in English
Preferred Qualifications
- Knowledge of the AWS ecosystem or the AWS Partner Network
- General technical knowledge of AWS services and core cloud architecture
- Experience with AWS Partner Central and co-sell processes
- Experience selling cloud migration, modernization, DevOps, managed services, FinOps or Generative AI projects
- Experience working with Startup, SMB, Enterprise or ISV customers
- AWS Certified Cloud Practitioner or a higher-level AWS certification
How We Measure Success in This Role
Success is not measured only by the number of meetings held or proposals sent.
Building a healthy sales pipeline, turning real customer needs into qualified opportunities, moving opportunities forward the right way and creating sustainable AWS business volume are the core success criteria for this role.
We expect the Cloud Sales Manager to work in coordination with Onkatec’s Business Development and technical teams and with AWS, owning customer opportunities from discovery to closing.
