As a ISV Cloud Sales Representative within the ANZ Scale organisation, you are responsible for identifying, engaging, and growing net-new AWS workloads within a book of existing customers.
Your primary mission is to accelerate customer growth, reduce costs, and enable innovation. You operate at pace, managing a high-volume territory of accounts.
Success in this role is measured by your ability to convert new workloads and expand an existing footprint by growing AWS customers through education, compelling value propositions, and strategic partner engagement.
Key job responsibilities
Build and execute a territory plan. Develop a structured prospecting strategy targeting net-new workloads and driving AWS service adoption.
Prioritise accounts based on propensity signals, industry trends, and growth potential to build a healthy pipeline of first-workload or exampansion opportunities.
Drive first-workload adoption. Identify the highest-value entry use case (e.g., dev/test, analytics, AI/ML experimentation, backup/DR) and position AWS as the fastest path to outcomes.
Create and articulate compelling value propositions. Tailor messaging to resonate with business decision-makers who may have limited cloud familiarity. Translate technical capability into business impact, i.e. cost savings, speed to market, scalability, and innovation potential.
Educate and accelerate adoption. Use workshops, immersion days, proof-of-concept offers, and AWS programs (e.g., AWS Activate, credits, training) to lower the barrier to entry for new customers and accelerate their first 90 days on the platform.
Leverage partners for scale. Work with AWS consulting and technology partners (SIs, ISVs, MSPs) to extend your reach and drive coverage within accounts. Engage partners early to co-sell, deliver implementation support, and provide industry-specific solutions that you can't deliver alone.
Analyse territory data to evolve strategy. Use propensity models, account signals, and pipeline metrics to continuously refine which accounts to target, what messaging works, and where to double down or deprioritise.
Maintain a robust and accurate pipeline. Keep CRM (AWSentral/Salesforce) current with opportunity status, next steps, and close dates. Forecast accurately and flag risks early.
A day in the life
Prospecting (40-50% of day). Outbound calling, emailing, and LinkedIn engagement with target greenfield accounts. Aim for 15-20 meaningful customer touches per day across calls, emails, and social. Focus on reaching business owners, IT leaders, and founders in your territory.
Discovery meetings (2-4 per day). Conduct first and second conversations with prospective customers. Understand their current infrastructure, pain points, growth ambitions, and decision-making process. Position relevant AWS use cases and propose next steps.
Pipeline management (30 mins). Update AWSentral with new opportunities, advance existing deals through stages, log activities, and ensure next steps and close dates are accurate. Review your pipeline weekly against quota to identify gaps.
Customer education & follow-up. Send tailored follow-ups post-meeting (case studies, cost comparisons, architecture examples). Schedule customers into AWS workshops, webinars, or partner-led sessions. Provide AWS credits or sandbox environments to accelerate experimentation.
Partner coordination. Brief partners on greenfield opportunities where implementation support or industry expertise is needed. Co-plan account strategies for complex first-workload scenarios.
Internal collaboration. Sync with your Solutions Architect on technical qualification, coordinate with marketing on campaigns targeting your territory, and align with your manager on account prioritisation and deal strategy.
Self-development (30 mins). Stay current on AWS services, competitive positioning, and industry trends. Complete enablement modules, review win/loss learnings, and sharpen your pitch based on what's resonating in customer conversations.
About the team
The ANZ ISV Scale team is the growth engine for emerging and mid-market software companies on AWS. We help ambitious ISVs navigate AI transformation, scale internationally, and modernise their cloud footprint. Operating across 10 territories in Australia and New Zealand, we identify and accelerate the next generation of high-growth software companies through repeatable, partner-led motions. Our culture is collaborative, fast-paced, and deeply customer-obsessed - we operate at the intersection of sales, technical enablement, and partner strategy to deliver outcomes without linear headcount growth.
- Experience with AWS or cloud technologies
- Knowledge of existing and developing technologies as it relates to cloud computing
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
