Sales Development Representative - AWS | Full-Time | Hybrid
The Role:
You’re an ideal candidate if you’re hungry and eager to help grow the AWS practice at Tech Holding. We want someone who has experience or is excited to work in a startup-like environment. This is not the role for you if you’ve only worked inside a structured system where every process is laid out for you. We’re looking for someone who wants to grow and expects to move into an AE role.
The Sales Development Representative (SDR) builds qualified pipeline for Tech Holding’s AWS practice. You will prospect into startup, SMB and enterprise companies, work alongside AWS sellers to find co-sell opportunities, and book intro and discovery meetings for our Account Executives and Solutions Architects.
Reports to: AWS Sales and Practice Lead
Career path: A defined path to Account Executive in 18 to 24 months for consistent performers
Key Responsibilities:
Outbound prospecting
Run multi-channel outbound (phone, email, LinkedIn) into target accounts and personas: CTOs, VPs of Engineering, IT Directors, founders and operations leaders
Build and work account lists around plays we run today: VMware to AWS migration, data center exits, AI and generative AI roadmaps, Amazon Connect contact center modernization, and AWS Marketplace listings for ISVs
Research each account before outreach and tie the message to a real business problem, not a product pitch
Respond to and qualify inbound leads from the website, campaigns and events within one business day
AWS co-sell
Build working relationships with AWS Account Managers, Partner Development Managers and Partner Sales Managers
Map AWS seller territories to our target accounts and run joint outreach on priority accounts
Register qualified opportunities in AWS Partner Central (ACE) and keep them updated so Tech Holding earns AWS co-sell credit
Spot customers who qualify for AWS funding programs (migration, modernization and AI assessments) and flag them to the Account Executive
Qualification and handoff
Run first-call discovery to confirm business need, timeline, decision process and budget authority
Book qualified meetings for Account Executives and Solutions Architects, with clear notes on what the prospect cares about
Log every activity, contact and opportunity in the CRM so pipeline data is accurate
Events and marketing support
Drive registrations and follow-up for AWS co-hosted events, executive dinners and roundtables
Give feedback to marketing on which messages, lists and plays are landing
Post and engage on LinkedIn to build a professional presence in the AWS ecosystem
Requirements:
Minimum 2 years in a quota-carrying B2B SDR, BDR or inside sales role, with a record of hitting or beating quota. If you have less than 2 years in sales but relevant experience in a related role, we still encourage you to apply.
Experience selling technology or IT services (cloud, SaaS, managed services or consulting)
Working knowledge of core AWS cloud concepts: compute, storage, databases, migration and why companies move to the cloud
Strong writing. You can turn a technical benefit into a short, clear message a busy executive will answer
Comfort on the phone and with cold outreach, and the resilience to handle objections and rejection
Daily CRM discipline (Salesforce or HubSpot)
AWS Certified Cloud Practitioner within the first 90 days (Tech Holding covers the exam)
Nice to have:
Prior work at an AWS consulting partner, AWS reseller, MSP or at AWS itself
Experience with AWS Partner Central (ACE) and the AWS co-sell process
Familiarity with AWS funding and partner programs (MAP, POCs, assessments)
AWS AI Practitioner certification, or a working grasp of generative AI use cases
Hands-on with LinkedIn Sales Navigator, Apollo, ZoomInfo, Outreach or Salesloft
Bachelor’s degree, or equivalent work experience
Traits we hire for:
Owns the number without being told
Works well with engineers and Solutions Architects
Location:
Hybrid - 4 Days per week in our Downtown Los Angeles (DTLA) office.
Occasional visits to AWS locations across SoCal, Seattle and Austin as business needs require.
Travel:
1 to 2 trips per quarter, plus regional AWS offices, customer meetings, AWS Summits and partner events
Employment Type:
Full-Time
Compensation:
The base salary range for this role is $60,000 to $72,000, with on-target earnings of $80,000 to $100,000, including commission.
What we offer:
AWS certification exams and training paid by Tech Holding
Direct exposure to AWS sellers, partner programs and executive events
A clear promotion path to Account Executive
401(k)
Unlimited PTO
Work authorization:
Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.