AWS Practice Lead

FPT Software is expanding its partnership with AWS and is hiring an AWS Practice Lead 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 Practice Lead 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

Work arrangement
Yes