Role overview
The Cloud Presales Associate supports and grows InnovationTeam's cloud opportunities in KSA. The role runs discovery and assessments, prepares solution outlines and funding requests, and engages new prospects to build the cloud pipeline. It sits in the Cloud team and works on cloud opportunities across AWS, Google Cloud, Microsoft Azure and Alibaba Cloud.
- Department: Cloud Business Unit
- Location: Riyadh, Saudi Arabia
- Level: Entry level (1+ year of experience)
- Employment Type: Full-time
- Nationality: Saudi national (Saudization program)
- Languages: Arabic and English, spoken and written
Requirements
Presales and discovery
- Run discovery sessions to understand the customer's current infrastructure, workloads and cloud plans.
- Deliver cloud assessments and position InnovationTeam's funded assessment offer as the first step with the customer.
- Prepare high-level solution outlines and cost estimates using hyperscaler pricing calculators.
- Support proposals, customer presentations and technical answers in RFPs for Cloud business opportunities.
Funding programs
- Identify which opportunities qualify for hyperscaler funding programs, such as AWS MAP, Google Cloud RaMP and Microsoft Azure Migrate and Modernize.
- Prepare the information needed for funding requests and work with the partnership team to submit them.
Opportunity generation
- Engage target accounts by phone, LinkedIn and email to generate new cloud opportunities.
- Research target accounts to find cloud buying signals, such as data center refresh, digital transformation plans or new regulatory requirements.
- Qualify opportunities by budget, decision maker, need and timeline.
- Book discovery meetings with qualified prospects.
- Support cloud events, webinars and joint campaigns with AWS, Google Cloud, Microsoft and Alibaba Cloud, and follow up on attendees.
Hyperscaler co-sell
- Register opportunities in partner portals, such as AWS ACE and Google Cloud Partner Advantage.
- Coordinate with hyperscaler account managers and partner sales managers on shared opportunities.
Reporting
- Log all activities, contacts and opportunities in the company CRM under the Cloud business line.
- Report weekly on prospects engaged, meetings held, assessments delivered and pipeline created.
Required qualifications
- Bachelor's degree in Information Technology, Computer Science, Business or a related field.
- At least 1 year of experience in presales, sales, cloud or IT services.
- Trained or previously employed through an AWS, Google Cloud or Microsoft Azure program, such as AWS re/Start, Google Cloud training programs, Microsoft training programs, or work at a hyperscaler or one of its partners.
- At least one sales or foundational cloud certification:
- AWS Accepted certifications (examples): AWS Partner: Sales Accreditation (Business), AWS Certified Cloud Practitioner
- Google Cloud Accepted certifications (examples): Google Cloud Digital Leader, Google Cloud partner sales credentials
- Microsoft Azure Accepted certifications (examples): Azure Fundamentals (AZ-900)
- Good understanding of hyperscaler funding programs, including AWS MAP (Migration Acceleration Program), Google Cloud RaMP (Rapid Migration and Modernization Program) and Microsoft Azure Migrate and Modernize, and how they reduce the customer's cost of migration.
- Fluent English
- Comfortable reaching out to new prospects by phone, email and LinkedIn.
Preferred qualifications
- An associate-level technical cloud certification, such as AWS Solutions Architect – Associate, Google Associate Cloud Engineer, Azure Administrator Associate (AZ-104) or Alibaba Cloud Certified Professional (ACP).
- Certifications from more than one cloud provider.
- Experience using a CRM (such as HubSpot, Salesforce or Zoho CRM) and prospecting tools (such as LinkedIn Sales Navigator, Apollo or Lusha).
- Experience with hyperscaler partner portals, such as AWS Partner Central (ACE) or Google Cloud Partner Advantage.