AWS Pre-Sales Solution Consultant/SME/Architect

Job description

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. interested please share your resume with **anusha.annem@sonata-software.com**