About the role
This is not your typical Sales Development role. Do you crave an environment that is fast-paced and highly innovative? Do you aspire to continuously learn and grow? Join a growing team at the market leader for cloud services and help shape the future of the North America Sales organization!
Digital Acquisition is the first face of AWS. When a customer raises their hand — whether through a Contact Sales form or a Live Chat on the AWS website — we are the team that answers. We are the front door to one of the world's most innovative technology companies and the first human connection in a customer's AWS journey. We specifically seek out technically sharp sales professionals with proven experience who are chosen to represent AWS at its most critical moment.
We are a deliberately small, high-caliber team. Every rep on Digital Acquisition was selected for their ability to operate with speed, technical credibility and commercial instinct — often all three at once. Our hiring bar is high because the role demands it. You will be trusted to engage any customer, at any level, on any workload, with no warm handoff and no safety net. The expectation is that you make it look effortless.
As a Customer Acquisition Representative (CAR) on the Digital Acquisition team, you will own the moment that matters most: when a prospect's interest is at its peak. No two conversations are the same. In a single day you might help a startup architect their first cloud environment, uncover a multi-million dollar enterprise migration buried in a simple pricing question or go head-to-head with a competing vendor in a live chat with a Fortune 500 CTO. You will need to think fast, qualify quickly and know when to bring in the right technical and account resources to accelerate a deal.
What sets this role apart is the combination of technical depth and sales acumen required to succeed. You will need to hold credible conversations about architecture, workload sizing, cloud economics and competitive positioning — not as a solutions architect but as a trusted advisor who knows enough to recognize opportunity when it's right in front of you and move on it immediately.
You will partner closely with Cloud Sales Reps, Solutions Architects and Field Sales teams across all US and Canadian territories, operating as a trusted qualifier who sets the foundation for deals that matter. The best people in this role don't wait to be coached on what to say, rather they bring the experience, the curiosity and the confidence to lead.
If you're a technically sharp sales professional with proven experience who thrives in fast-paced environments, gets energized by variety and want to be where inbound interest meets elite sales execution, then this is the role for you.
Key job responsibilities
- Respond to inbound customer inquiries via Contact Us forms and Live Chat with speed and precision, converting customer intent into qualified opportunities while interest is at its peak
- Lead discovery conversations that go beyond the surface-level ask, uncovering technical requirements, business challenges and buying signals that others would miss
- Hold credible, substantive conversations with customers across all levels, from technical admins to C-suite executives, on topics including cloud architecture, workload migration, AI/ML and cloud economics
- Qualify opportunities with rigor, accurately assessing customer fit, timeline, budget and decision process before routing to the appropriate account or field sales team
- Partner closely with Solutions Architects, Cloud Sales Reps and Field Sales teams across all US and Canadian territories to ensure seamless handoffs and clear next steps
- Maintain accurate and detailed pipeline activity, using data and self-service reporting to track performance and identify conversion trends
- Continuously deepen your AWS product knowledge and technical acumen to stay ahead of customer questions and competitive conversations
- Bring a bias for action and creative thinking to every customer interaction, finding new ways to engage, qualify and accelerate opportunities that others wouldn't see
About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness. Mentorship & Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Basic qualifications
- Experience in IT sales
- Experience navigating prospective accounts from and into a senior executive level to identify new customer opportunities
- Bachelor's degree
Preferred qualifications
- Sales or equivalent certification
- Experience using Salesforce
- Experience with Microsoft Office products and applications
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, VA, Arlington - 31.39 - 54.90 USD hourly
