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Sales Development Representative - AWS | Full-Time | Hybrid

Los Angeles, CAHybridFull Time$80,000–$100,000 /yrPosted 2 days ago

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Required skills

  • AWS practice
  • startup-like environment
  • qualified pipeline
  • co-sell opportunities
  • Account Executives
  • Solutions Architects
  • VMware to AWS migration
  • data center exits
  • account research
  • business problem

Nice to have

  • AWS consulting partner
  • AWS reseller
  • MSP
  • AWS itself
  • AWS co-sell process
  • MAP

Role summary

Tech Holding is seeking a Sales Development Representative (SDR) to join their AWS practice in Los Angeles. This hybrid role focuses on building qualified pipeline through multi-channel outbound prospecting and qualifying inbound leads. The SDR will collaborate with AWS sellers on co-sell opportunities, book meetings for Account Executives and Solutions Architects, and support marketing events. The ideal candidate has at least 2 years of B2B sales experience, a working knowledge of AWS cloud concepts, strong writing and phone skills, and daily CRM discipline. A defined career path to Account Executive is available for consistent performers. The role requires 4 days per week in the DTLA office.

About us:

Working at Tech Holding isn't just a job, it's an opportunity to be a part of something bigger. We are a full-service consulting firm that was founded on the premise of delivering predictable outcomes and high-quality solutions to our clients. Our founders and team members have industry experience and have held senior positions in a wide variety of companies – from emerging startups to large Fortune 50 firms – and we have taken our combined experiences and developed a unique approach that is supported by the principles of deep expertise, integrity, transparency, and dependability.

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.

    • Tech Holding is proud to be an Equal Opportunity Employer and is committed to fostering a diverse and inclusive workplace. We welcome applicants from all backgrounds and experiences, and we consider qualified applicants without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristic. If you require accommodation in the application process, please contact our HR

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