AWS Sales Foundations and Customer Engagement

Amazon Web Services via Coursera

Go to class Write review

Details

Go to class

Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

4 weeks, 2 hours a week
Sessions

Self-Paced
Level

Beginner
Subtitles

English

Found in

Part of

AWS Tech Sales Representative

Overview

Google, IBM & Meta Certificates – 40% Off

One Coursera Plus subscription covers most Professional Certificates on Coursera.

Unlock All Certificates

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.

Syllabus

Understanding AWS value in customer conversations
- This module introduces how AWS services are positioned in customer conversations and how sales representatives communicate business value during early-stage engagement. You will be introduced to decision-support tools such as the AWS Storage Decision Guide, which help align customer needs to appropriate services. Furthermore, you will examine how core AWS services such as compute, storage, and database solutions support common customer use-cases. The module focuses on translating service capabilities into business outcomes such as cost efficiency, scalability, and operational reliability. Examples may include AWS AI-powered tools and services, where relevant to customer use-cases. Through structured scenarios, you will observe how sales representatives align AWS services to customer needs and explain recommendations using business-focused language. By the end of the module, you will understand how to interpret customer requirements and position AWS services in a way that supports discovery conversations and initial solution alignment.
Sales process and customer engagement basics
- This module introduces how structured sales processes support consistent and effective customer engagement during early-stage interactions within AWS sales environments, where structured discovery supports customer-focused solution alignment. You will explore how sales representatives prepare for outreach, guide discovery conversations, and establish clear next steps. The module focuses on how early engagement activities, such as outbound calls and initial discovery, shape opportunity development and influence the quality of customer interactions. The MEDDPICC framework is introduced as a way of organizing discovery conversations. You will focus on understanding how its components help structure questioning and information gathering, rather than applying the framework in full detail. Through practical scenarios, you will recognize how preparation and structured questioning improve conversation quality, increase customer engagement, and lead to clearer outcomes.
Communication frameworks for customer engagement
- This module focuses on how sales representatives structure communication during customer interactions, with an emphasis on clarity, relevance, and outcome-driven messaging, reflecting how AWS sales representatives communicate customer value aligned to AWS communication practices. You will explore how communication frameworks such as AIDA (Attention, Interest, Desire, Action) are used to guide both verbal and written interactions, including follow-up emails and call summaries. The module examines how structured messaging helps maintain customer engagement, reinforce key points, and drive conversations toward clear next steps. Through practical scenarios, you will observe how communication can shift from generic or unfocused messaging to clear, structured, and purposeful interactions. The module reflects how AWS sales representatives communicate customer value using clear, structured messaging aligned to AWS principles. By the end of the module, you will understand how to structure customer communication and apply simple frameworks to produce clear, professional, and action-oriented messaging.
CRM and sales execution basics
- This module focuses on how sales representatives execute and track customer interactions using CRM systems to support consistent sales activity and pipeline visibility. A CRM system helps sales teams record and manage customer interactions and opportunities, while the sales pipeline organizes those opportunities by stage so teams can track their progress through the sales process. You will examine how day-to-day sales activities, such as logging interactions, updating opportunity stages, and recording next steps, contribute to effective sales execution. The module highlights how CRM practices support organization, accountability, and coordination across sales teams. Through practical scenarios, you will observe how representatives capture key information from customer interactions and maintain accurate records that reflect the current status of an opportunity. The module emphasizes the importance of timely updates, clear documentation, and structured follow-up actions, supporting visibility and coordination across AWS sales teams and stakeholders. By the end of the module, you will understand how CRM usage supports the sales process and how consistent execution practices contribute to pipeline management and overall sales performance.