Summary
This role is for an Account Manager in the Cloud Sales Centre, focusing on Enterprise Greenfield accounts within the ANZ region. The primary responsibility is to identify, engage, and grow net-new AWS customers who have little to no existing AWS relationship. You will guide these businesses in their cloud journey by demonstrating AWS's ability to accelerate growth, reduce costs, and enable innovation. The ideal candidate will have a strong sales background and experience with cloud technology, excelling at building and executing territory plans, driving first-workload adoption, and articulating compelling value propositions to potential clients.
Description
As a Greenfield Cloud Sales Representative within the ANZ Scale organisation, you are responsible for identifying, engaging, and growing net-new AWS customers — businesses that have little to no existing AWS relationship. Your primary mission is to help untapped Australian organisations begin their cloud journey by demonstrating how AWS can accelerate their business growth, reduce costs, and enable innovation. You operate at pace, managing a high-volume territory of accounts that have been identified as having strong cloud propensity but no current AWS spend. Success in this role is measured by your ability to convert greenfield prospects into active, growing AWS customers through education, compelling value propositions, and strategic partner engagement.
Key job responsibilities
Build and execute a greenfield territory plan — Develop a structured prospecting strategy targeting net-new customers with zero or minimal AWS adoption. Prioritise accounts based on propensity signals, industry trends, and growth potential to build a healthy pipeline of first-workload opportunities.
Drive first-workload adoption — Guide new customers from initial engagement through to their first production workload on AWS. 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 — 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 into greenfield 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 (40-50% of day) — Outbound calling, emailing, and LinkedIn engagement with target greenfield accounts. Aim for 15-20 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 new 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 & follow-up — Send tailored follow-ups post-meeting (case studies, cost comparisons, architecture examples). Schedule customers into AWS workshops, webinars, or partner-led sessions. Provide AWS credits or sandbox environments to accelerate experimentation.
Partner coordination — Brief partners on greenfield opportunities where implementation support or industry expertise is needed. Co-plan account strategies for complex first-workload scenarios.
Internal collaboration — Sync with your Solutions Architect on technical qualification, coordinate with marketing on campaigns targeting your territory, and align with your manager on account prioritisation and deal strategy.
Self-development (30 mins) — Stay current on AWS services, competitive positioning, and industry trends. Complete enablement modules, review win/loss learnings, and sharpen your pitch based on what's resonating in customer conversations.
