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 ******% of day).
Outbound calling, emailing, and LinkedIn engagement with target greenfield accounts.
Aim for ***** 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 recent 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

📌 Cloud Sales Representative, Isv, Amazon Web Services (Sydney)
🏢 Amazon Web Services Australia
📍 Sydney