AWS Practice Leader

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.

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