← Amazon Web Services
Amazon Web Services role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Rents cloud computing power, storage, databases and AI tools so companies don't have to run their own data centers.
Who you'd be calling
Heads of IT/engineering, CTOs, VPs of Data/AI and Cloud Architects at banks, insurers and other financial services firms; also developer-led startups and mid-size companies.
Your opener
“Hi [Name], this is [You] from AWS. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called? I'm reaching out to a few leaders in financial services who are exploring how to use AI without moving their sensitive data around.”
Problems you solve for them
- Buying and running servers is slow and expensive
- Hard to start AI projects safely with sensitive financial data
- Systems must scale up during busy periods and stay secure and compliant
Discovery questions to ask
- How are you running your applications and data today: on-site, in the cloud, or a mix?
- Is anyone on your team looking at AI or machine learning projects this year?
- What slows you down most when you try to launch something new: cost, security, or time?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. Could I book 15 minutes later this week when you have more time?
“We're not interested.”
→ No problem. Out of curiosity, is that because the cloud is already covered, or because it's just not a priority right now?
“We already use another cloud provider.”
→ That's common, and many companies use more than one. Would it be useful to hear how others use AWS for the AI side alongside what you already have?
“Just send me an email.”
→ Happy to. So I send you something useful, what's the one thing you'd most like to improve right now: cost, security, or AI?
Competitors worth knowing
Microsoft Azure, Google Cloud
Interview tips for this company
- Read the job post closely: it stresses financial services and generative AI, so learn a few simple AI terms and say them in plain words.
- Amazon interviews lean on the Leadership Principles, especially Customer Obsession. Prepare a short story for it and mention that mindset in your call.
Written from public information about Amazon Web Services to help you practice. Ask an insider what their role play looked like; it's the best prep there is.