Strategic Pursuit Lead

4 weeks ago

Mumbai, Maharashtra, India AWS India - Maharashtra - D03 Full time
About the Role

As a Sr. Cloud Advisor at AWS India, you will play a key role in driving the adoption of cloud computing in the Banking, Financial Services & Insurance (BFSI) sector in India. You will be responsible for building and driving the strategy to increase adoption and market penetration in large BFSI accounts, and for developing long-term business and marketing opportunities.

Key Responsibilities

1. Work with BFSI sector customers and Business Development teams at AWS India to influence mindshare for strategic opportunities in the sector.
2. Develop and implement plans to enhance the probability of winning handpicked strategic opportunities and pursue to win.
3. Support new business development by generating a pipeline of strategic opportunities.
4. Develop opportunity strategies, win strategies, and proactively determine shaping activities and implement them.
5. Support partner & pricing strategies, determine compliance to legal terms and conditions, and orchestrate RFx (RFIs, RFPs, Tenders, market surveys etc.) responses for AWS India.
6. Identify common blockers across opportunities and address them programmatically.
7. Work with the broader in-country industry advisors / consultants, industry bodies and others that influence procurement environment in India to shape and develop it in the longer term.
8. Work with the AWS India field and partner teams, along with engineering teams, to close strategic business at a rapid rate across the BFSI sector in India.

A Day in the Life

As a Sr. Cloud Advisor, you will work closely with the global counterparts and specialist teams to understand cloud adoption trends, challenges, and procurement mechanisms in the BFSI / Public Sector. You will develop a trusted partnership with senior customer and influencer stakeholders, and cross-collaborate with multiple functional teams to drive pursuit strategy. You will build and convey compelling value propositions in customer meetings, and communicate effectively with technical leaders, procurement teams, and business leaders.

About the Team

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. We value diverse experiences and encourage candidates to apply, even if they do not meet all of the preferred qualifications and skills listed in the job description.

Basic Qualifications

- 12+ years of business development, marketing, pursuit or consulting experience in the technology industry
- Extensive background in IT and or commercial / public sector pursuit management to identify, shape and lead competitive procurement
- Must have a good understanding of public sector procurement and contract mechanisms
- Exposure to complex deal management
- Strong gravitas to engage with senior officials, customers, and influencers to drive change
- Excellent communicator who can quickly earn the respect of the team and customers
- Self-motivated with a great sense of urgency and follow-through
- Must have the ability to work effectively across internal and external organizations
- University degree or equivalent experience
- Fluent in written and spoken English

Preferred Qualifications

- MBA or equivalent degree
- Deep public sector experience preferably in BFSI vertical

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