Senior Business Development Role - Startup Segment - Cloud/IT Services
First seen by Alion on Oct 17, 2026.
Job Title: Sr. Business Development Representative - Startup Segment
Location: Bengaluru / NCR
Work Mode: Bengaluru - On-site | NCR - Field-based
Experience: 6 - 8 Years
Industry: B2B Technology / Cloud / IT Services Sales
The Role:
You will be responsible for driving growth with AWS-native startups and digital-native businesses in your region, from seed stage to growth stage.
You will work closely with AWS Startup Account Managers, Solutions Architects, and Partner teams to engage founders and CTOs, identify business opportunities, and convert cloud programs and credits into paid, recurring engagements.
This is a full-cycle, quota-carrying sales role with an annual order-booking target of 10 Crore+. You will be responsible for qualifying opportunities, developing proposals, negotiating commercials, and closing deals.
What You Will Do:
- Build and manage a joint sales pipeline with AWS Startup Account Managers, Solutions Architects, and Partner teams.
- Drive account mapping, joint customer calls, opportunity development, and regular pipeline reviews.
- Engage with founders, CTOs, and other senior decision-makers to understand their business and technology requirements.
- Help customers leverage relevant AWS startup programs and credits and convert these opportunities into paid and recurring business.
- Manage the complete sales cycle, including discovery, solution scoping, proposal development, pricing, commercial negotiation, and closure.
- Own and achieve an annual order-booking target of 10 Crore+ through new customer acquisition, cloud sales, and account expansion.
- Maintain accurate opportunity tracking and CRM updates.
- Build a strong presence within the regional startup ecosystem through startup events, accelerators, VC networks, and founder communities.
What Success Looks Like in the First 12 Months:
- Achieve the agreed quarterly target for onboarding new startup customers.
- Drive consistent month-on-month growth in cloud business across the assigned customer portfolio.
- Achieve 10 Crore+ in annual order bookings against the assigned quota.
- Generate a strong pipeline through both independent prospecting and joint partner-led opportunities.
- Maintain accurate and up-to-date sales pipeline and CRM records.
- Build strong relationships with AWS and partner ecosystem stakeholders and become a trusted point of contact for startup opportunities.
What You Must Have:
- 6 - 8 years of overall experience in B2B technology, cloud, or IT services sales.
- Proven track record of achieving 10 Crore+ annual order-booking/sales targets, with measurable results.
- Strong network within the startup and digital-native ecosystem, including founders, CTOs, VCs, or accelerators.
- Strong new-logo hunting, business development, negotiation, and closing skills.
- Experience managing the complete sales cycle from prospecting through closure.
- Strong commercial negotiation skills, including experience engaging with founders, CFOs, and senior decision-makers.
- Good technical understanding of cloud technologies, including containers, serverless, data platforms, and GenAI.
- Ability to engage confidently with CTOs and technology leaders and understand when to involve technical/solution teams.
Preferred Experience:
Preference will be given to candidates with:
- Prior experience selling AWS solutions at an AWS Partner, AWS-native ISV, or AWS itself.
- Experience working in a cloud partner or co-selling environment.
- Experience with AWS startup programs and cloud credits.
- Experience working with partner sales processes and opportunity management.
- Strong customer references demonstrating successful deal closures and long-term customer relationships.
- Positive professional references from AWS Account Managers, particularly within the Startup segment.
Skills
IT Services Sales, Lead Generation, Account Management, IT Sales, IT Product Sales