AWS Tech Sales Representative

Amazon Web Services via Coursera Professional Certificate

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Details

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Provider

Coursera Professional Certificate
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

12 weeks, 4 hours a week
Sessions

Self-Paced
Level

Beginner

Found in

Overview

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AWS Tech Sales Representative prepares learners to engage customers, position AWS solutions, and manage sales opportunities within modern enterprise sales environments. The program is designed for learners interested in roles such as Tech Sales Representative, Cloud Sales Representative, Business Development Representative (BDR), Sales Development Representative (SDR), and Account Representative. The program develops practical capabilities used across AWS sales workflows. Learners explore how to support discovery conversations, identify customer needs, explain AWS solutions, communicate business value, and contribute to sales activities using structured sales approaches aligned to modern cloud sales environments. The program introduces how AI-assisted tools support sales preparation, communication, and follow-up activities in technology sales roles. Through realistic scenarios and applied learning activities, learners practice positioning AWS solutions in terms of scalability, operational efficiency, cost considerations, and business outcomes rather than deep technical implementation. Learners apply industry frameworks including MEDDPICC qualification, Working Backwards, and CRM pipeline management through portfolio-based learning activities aligned to modern AWS sales practices. By completing this program, learners strengthen their readiness for cloud sales, business development, customer engagement, and technology sales roles involving AWS products and services.

Syllabus

Course 1: AWS Sales Foundations and Customer Engagement
Course 2: Consultative Selling and Solution Alignment
Course 3: Value Selling, Demonstration and AI-Assisted Sales Execution
Course 4: Pipeline Management, Forecasting, and Account Growth

Courses

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This course introduces the foundational capabilities required to operate within Amazon Web Services (AWS) cloud sales environments, focusing on customer engagement, value communication, and core sales execution practices. The course is intended for learners interested in building foundational technical sales skills and understanding how AWS services are positioned in customer conversations. Learners explore how AWS cloud services such as compute, storage, and database cloud solutions are positioned in customer conversations and connected to business outcomes, including scalability, cost efficiency, and operational reliability. Through practical scenarios, learners are introduced to Cloud Computing concepts and explore how organizations use AWS services to support business growth, operational efficiency, and innovation. Foundational sales workflows are also introduced, including outbound engagement, follow-up activities, CRM-based opportunity tracking, and customer-focused pricing discussions involving cost considerations and the AWS Pricing Calculator. By the end of the course, learners will understand how AWS solutions are positioned in customer conversations and how structured sales practices support customer engagement and pipeline progression.
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In this course, you will build the consultative selling skills needed to qualify opportunities, align AWS solutions to customer needs, and move sales conversations forward effectively. You will learn how to use structured qualification approaches such as MEDDPICC to guide discovery, assess the strength of an opportunity, and identify important customer priorities, stakeholders, decision factors, and risks. Through realistic sales scenarios, you will practice connecting customer challenges to relevant AWS solutions and explaining recommendations in terms of business outcomes. You will also explore how to communicate AWS strengths in competitive situations without relying on feature comparisons alone. You will develop practical approaches for responding to customer objections related to areas such as cost, complexity, risk, and vendor choice. The focus is on understanding the concern behind an objection, responding clearly, and keeping the conversation aligned with the customer’s priorities. You will also use the Working Backwards approach to define customer problems, clarify desired outcomes and success criteria, and frame solutions from the customer’s perspective rather than starting with technical features. By the end of the course, you will be able to qualify sales opportunities, align AWS solutions to customer needs, respond effectively to objections, and guide consultative sales conversations with greater confidence and clarity.
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This course develops the capabilities required to manage pipelines, interpret sales data, and support account growth within AWS sales environments. Learners examine how opportunities are tracked, qualified, and progressed through structured sales workflows. Pipeline indicators such as deal stage, engagement level, and qualification strength are used to assess pipeline health, identify risks, and support forecasting activities. Learners also explore account growth strategies, including maintaining customer relationships, identifying follow-on opportunities, and coordinating activities across sales teams, solutions architects, and account stakeholders. Through practical scenarios, learners interpret pipeline information, communicate forecasting insights, and support consistent sales execution. By the end of the course, learners will be able to interpret pipeline data, support forecasting activities, and contribute to account growth using structured sales practices aligned to AWS cloud sales operations.
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This course develops the capabilities required to communicate AWS solution value, deliver customer-focused demonstrations, and use AI-assisted approaches to support sales execution. The course is intended for learners who want to strengthen their ability to communicate solution value, support customer decision-making, and use AI-assisted approaches in technical sales. Learners examine how AWS cloud solutions are presented in terms of business outcomes such as cost optimization, performance improvement, and operational impact. Demonstrations are structured around customer needs, while pricing and ROI concepts, including discussions related to the AWS Pricing Calculator, help support solution justification and customer decision-making. Learners also explore how generative AI tools support sales preparation, communication, and content generation workflows. Through guided activities, learners practice generating, evaluating, and refining AI-assisted outputs to improve clarity, relevance, and alignment with customer needs using workflows that reflect modern AWS sales environments. Throughout the course, emphasis is placed on value communication, structured presentations, executive-facing messaging, and the effective use of AI-assisted sales workflows. By the end of the course, learners will be able to communicate AWS solution value clearly, support customer decision-making using pricing and ROI concepts, and apply AI-assisted approaches to improve sales effectiveness.