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Job description
AWS Practice Leader / Tech Sales
Role Summary
We are seeking an experienced and strategic AWS practice leader to drive the growth evolution of our AWS-focused practice. This leadership roles blends deep technical expertise, strategy, sales, consulting, and execution to deliver comprehensive customer experiences in alignment with Virtusa’s vision. You will have a solid background in AWS architecture and implementation, along with a passion for building scalable service offerings and empowering cross-functional teams to accelerate cloud driven revenue growth.
Key Responsibilities
• Define, evolve, and scale the AWS services portfolio, including architecture, migration, DevOps, data, security, and modernization offerings
• Develop and maintain repeatable delivery frameworks, accelerators, and best practices
• Enable internal teams through reusable assets, technical training, and playbooks.
• Play a critical role in driving rapid business expansion within the Cloud sector by managing key accounts, meeting top and bottom-line targets, and selling new service offerings to achieve
results.
• Partner with sales and pre-sales teams to shape pursuits and drive AWS-based solution selling
• Create collateral, pricing models, and value propositions that align with client needs and market trends
• Support strategic deal pursuits by engaging in executive briefings, client workshops, and solution shaping.
• Position Virtusa as a strategic IT partner and identify opportunities for implementing AWS solutions.
• Structure and negotiate complex deals, preserving margin while delivering high-value services.
• Develop trusted client relationships, rapidly identify multiple stakeholders, and diversify opportunity and revenue streams.
• Navigate complex client environments, identify competition, and design cloud strategies to capture market share.
Qualifications
• Minimum of 12+ years of leadership experience at a consulting or services firm focused on selling digital and AWS-focused services to the technology industry.
• Expertise in the technology or software industry.
• Experience working with partnerships and channels to drive new business.
• Strong ability to qualify and progress opportunities through the sales pipeline.
• Solutions-oriented approach with a consultative selling mindset.
• Strong experience in practice development, including service creation, P&L alignment, and delivery enablement.
• Experience pricing and selling transformative cloud solutions that require cloud partner engagement and advisory capabilities in addition to standard implementation services. These
solutions will require knowledge of multi-cloud capabilities and an ability to express the value of those solutions in terms of dollars and cents.
• Deep understanding of AWS service portfolio, pricing, and reference architectures
• Experience in leading or overseeing complex AWS implementation projects.
• AWS certifications (e.g., Solutions Architect Professional, AWS Certified DevOps Engineer) preferred.
• Strong customer presence with a track record of building positive customer relationships.
• Creative thinker and deal maker with the ability to structure complex deals and generate large, strategic opportunities with recurring revenue.
• Excellent communication and presentation skills, with experience developing proposals and delivering presentations.
• Capable of selling at the C-level and gaining sponsorship to drive deal closure.
• Comfort in working hands-on in an entrepreneurial environment.
• Proficient in using SFA tools (e.g., Salesforce.com) and managing a staged pipeline process.
• Bachelor’s degree in Computer Science, Information Technology, Engineering , or a related field. A Master’s degree or MBA is a plus.
• Willingness to travel as required.
Key job details
About Virtusa
Teamwork, quality of life, professional and personal development: values that Virtusa is proud to embody. When you join us, you join a team of 27,000 people globally that cares about your growth — one that seeks to provide you with exciting projects, opportunities and work with state of the art technologies throughout your career with us.
Great minds, great potential: it all comes together at Virtusa. We value collaboration and the team environment of our company, and seek to provide great minds with a dynamic place to nurture new ideas and foster excellence.
Virtusa is an Equal Opportunity Employer. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.
Applicants may be required to attend interviews in person or by video conference. In addition, candidates may be required to present their current state or government-issued ID during each interview. All candidates must be authorized to work in the USA.
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