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.