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; robust 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 [email protected]

📌 AWS Pre-Sales Solution Consultant/SME/Architect (Bengaluru)
🏢 Sonata Software
📍 Bengaluru