Exp:8+ Yrs
Work location: Bangalore/Hyd/Chennai
NP-Immediate/serving NP preferred
ABOUT THE ROLE
Sonata Software's AWS Cloud Practice is hiring a Pre-Sales Solution Consultant to drive revenue across its six cloud GTM motions. You will be the technical bridge between Sonata's sales teams and enterprise customers — crafting winning proposals, building deal-specific business cases, and responding to RFPs across migration, GenAI, modernisation, and managed services. This is a quota-carrying, high-visibility role reporting into the AWS Business team.
KEY RESPONSIBILITIES
- Lead technical pre-sales engagements end-to-end: discovery calls, customer workshops, solution briefings, and executive presentations.
- Develop differentiated solution propositions for cloud migration (MAP-funded), GenAI/Bedrock, MS Workload Modernisation, MSP/ESS, and VMware transformation opportunities.
- Build compelling customer-facing proposals, RFP responses, SoWs, and BoM/TCO models.
- Construct Financial Business Cases: quantify customer TCO savings, ROI, payback period, and benchmark against current on-premises or competitor cloud spend.
- Work with AWS account teams (APO, Scale Partners) on co-sell motions, deal registrations, and MAP/PPA opportunity structuring.
- Own the creation and maintenance of reusable proposal assets, pitch decks, and solution playbooks for each GTM motion.
- Manage the full bid cycle — from qualification through commercials and contract sign-off — in partnership with the account manager.
- Conduct competitive analysis (AWS vs. Azure vs. GCP) and position Sonata's differentiated value proposition.
- Support the COE in codifying win patterns into solution accelerators, templates, and GTM collateral.
- Track and report deal pipeline, coverage ratios, and win/loss analysis to AWS Business leadership weekly.
TECHNICAL SKILLS REQUIRED
Strong working knowledge of:
- AWS compute, storage, network, security services
- Cloud migration tooling & patterns (MGN, DMS, RVTools)
- AWS pricing model — on-demand, Savings Plans, RIs
- MAP 2.0 funding mechanics and deal registration
- PPA / EDP commercial constructs
- TCO modelling tools and financial analysis
- GenAI services: Bedrock, SageMaker, Q
- MSP / Managed Services delivery models
- Proficiency in proposal tools: PowerPoint, Excel (financial modelling), Word; Sonata brand standards.
- Ability to read and respond to complex enterprise RFPs across regulated industries.
- Understanding of AWS partner programs: APN, MAP, PPA, ACE pipeline, CPPO.
- Familiarity with DevOps, Kubernetes, and modern application architecture patterns.
QUALIFICATIONS
- B.E. / B.Tech / MBA or equivalent; strong quantitative background.
- 6–14 years of experience in cloud pre-sales, solutions consulting, or cloud architecture — minimum 4 years in AWS.
- AWS Certified Solutions Architect – Associate (mandatory); Professional preferred.
- Track record of winning cloud deals > $1M TCV; experience in multi-year managed services deals a strong plus.
- Outstanding written and verbal communication — able to influence CXO and CTO-level stakeholders.
- Strong commercial acumen: able to structure pricing, discounts, and SLA-backed proposals.
GOOD TO HAVE
- Experience with AWS Marketplace listings and CPPO pricing.
- Exposure to vertical industries: BFSI, Healthcare / Payer, Manufacturing, Retail.
- Prior experience working within APN (AWS Partner Network) ecosystem.
- Knowledge of competitive cloud platforms (Azure, GCP) for competitive displacement positioning.
- Exposure to co-sell orchestration via AWS ACE (APN Customer Engagement) portal.
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