Job DescriptionExp:8+ YrsWork location: Bangalore/Hyd/ChennaiNP-Immediate/serving NP preferredABOUT THE ROLESonata 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 REQUIREDStrong 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.- Solid 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 [Confidential Information]

📌 Aws Pre-Sales Solution Consultant/Sme/Architect (Bengaluru)
🏢 Sonata Software
📍 Bengaluru