Technology Partner Advisor_AWS

FPT Software is expanding its partnership with AWS and is hiring an AWS Technology Partner Advisor to drive customer-facing pre-sales that starts with assessment engagements and converts into larger onshore and offshore delivery programs.

This role blends senior AWS technical depth with strong pre-sales consulting. You will lead discovery and envisioning workshops, shape solution options, create deal collateral, and produce client-ready LoUs, SOWs, proposals, and RFP responses. You will also translate scope into delivery-ready requirements that offshore engineering teams can execute.

The AWS Technology Partner Advisor is accountable for solution quality, scope clarity, assessment design, and conversion strategy across AWS opportunities including cloud migration, data and analytics, and AI and GenAI. Strong emphasis on driving new opportunities that help customer responsibly leverage the power of Data/AI.

Core Outcomes This Role Owns

• Build assessment pipeline and convert into multi-phase delivery engagements
• Provide reusable practice collateral that helps sellers progress opportunities faster
• Create delivery-ready scope language that reduces rework between sales and delivery
• Strengthen co-sell execution with AWS while keeping customer outcomes as the center of the motion
• Improve delivery readiness by producing clear requirements, assumptions, dependencies, and acceptance criteria for onshore and offshore execution

Key Responsibilities

Customer Engagement and Pre-Sales Leadership

• Pro-actively support sales through opportunity shaping, and deal progression
• Lead customer discovery, envisioning workshops, and consulting sessions to clarify business objectives, constraints, and cloud maturity
• Facilitate solution discovery focused on AWS AI and ML, data and analytics, and migration and modernization
• Scope definition for RFPs, RFIs, and proposal responses
• Translate business needs into AWS solution approaches aligned to industry and enterprise requirements
• Deliver technical presentations and executive briefings to senior business and technical stakeholders
• Provide technical quality oversight for architectures, proposals, and client-facing deliverables
• Partner with marketing that drives lead generation and conversion to opportunties

Assessment Offer Ownership and Conversion Strategy

• Define sellable AWS assessment offers that lead to downstream delivery work, including objectives, activities, deliverables, timelines, and staffing
• Design assessment outputs that create a clear path to execution, including target architecture, roadmap, wave plan, backlog, and recommendations.
• Package assessment offers into reusable playbooks, including standard deliverables, templates, and conversion paths to implementation
• Own the conversion narrative from assessment findings to a phased delivery plan and commercial approach
• Align assessment scope and deliverables with delivery leaders to support a clean handoff into execution

Solution Shaping and Practice Leadership

• Facilitate the AWS solution strategy and reference architectures used in pursuits across targeted industries
• Develop and maintain reusable assets including discovery guides, assessment templates, architecture patterns, migration approaches, and talk tracks
• Partner with internal industry teams to integrate industry context into solutioning
• Collaborate on accelerator and offer development including ROI and TCO models and standard deliverables

Seller Enablement and Collateral Development

• Create and maintain AWS practice collateral for US and Canada including one-pagers, decks, case study summaries, and solution briefs
• Coach sellers on positioning, qualification, and competitive differentiation for AWS-led opportunities
• Support account planning with sellers by identifying land motions and expansion paths based on client maturity

Delivery Translation and Offshore Enablement

• Translate pre-sales scope into delivery-ready requirements, including assumptions, dependencies, acceptance criteria, and non-functional expectations
• Support transition from sales to delivery through walkthroughs, Q and A, and early execution alignment
• Collaborate with onshore and offshore teams to confirm proposed architectures are feasible within timeline, budget, and operating model

AWS Co-Sell and Partnership Execution

• Execute co-sell engagements with AWS account teams, partner solutions architects, and specialists
• Register and progress opportunities through AWS Partner Central and ACE
• Contribute to AWS partnership outcomes including competencies, case studies, and reference architectures
• Participate in joint marketing initiatives, partner days, and industry events aligned to GTM priorities

Qualifications Required

• 7 plus years of enterprise pre-sales, solutions consulting, or customer-facing cloud architecture
• 5 plus years of AWS experience in pre-sales or consulting roles, including scoping, assessments, pricing, demos, and PoC efforts
• Demonstrated ability to lead customer workshops and shape complex transformation deals
• Communication skills with experience producing LoUs, SOWs, proposals, and RFP responses

Deep expertise in at least two of the three focus areas below:

AI and ML: Amazon Bedrock, SageMaker, generative AI architectures, MLOps, and practical AI use cases

Data and Analytics: Redshift, Lake Formation, modern data lake and warehouse patterns, analytics modernization, IoT data considerations where relevant

Migration and Modernization: Application and database migration approaches, refactor and re-platform patterns, mainframe modernization context, SAP migration exposure.

Strong understanding of AWS Well-Architected Framework: Security best practices, and cost optimization strategies. Ability to communicate technical tradeoffs and business value to executive and technical audiences

Qualifications Strongly Preferred

• Experience with AWS ACE registration, co-sell execution, AWS funding programs and funding processing, and partner program navigation
• Experience supporting AWS competency attainment including audit prep, case study development, and validation requirements
• Familiarity with AWS funding programs including MAP, POC credits, and service credits
• Broad industry expertise in Manufacturing and Automotive, Life Sciences and Healthcare, Financial Services, or Retail
• Experience with migration tools, cloud pricing and economics, SAP on AWS, Databricks, or mainframe modernization pursuits
• Familiarity with Azure and GCP for competitive positioning conversations

Certification Required

AWS Certified Solutions Architect, Professional

Certifications Preferred

AWS Certified AI Practitioner | AWS Certified Data Analytics, Specialty | AWS Certified Machine Learning, Specialty | AWS Certified Security, Specialty | AWS Certified Advanced Networking, Specialty | AWS Certified Database, Specialty |Other relevant cloud certifications are a plus

Working Style Expectations

High customer interaction and high output of client-ready artifacts | Comfortable operating in a lean, fast-moving organization with ambiguity |Able to influence and establish trust across sales, marketing, alliances, and delivery without formal authority |Strong bias toward clarity in scope, assumptions, and phased delivery plans| self-learning, self-sufficient, continuously curious and strong problem solving