SMB Sales Specialist

Emumba is seeking a highly motivated and experienced SMB Specialist to lead customer acquisition, revenue growth, and AWS co-sell initiatives within the U.S. small and mid-sized business (SMB) market. This customer-facing sales role focuses on helping SMBs modernize their technology environments by adopting cloud, data, Generative AI, and Agentic AI solutions. The successful candidate will collaborate closely with AWS sales teams, strategic ecosystem partners, and Emumba’s solution architecture and engineering groups to identify opportunities, develop tailored customer solutions, and drive revenue conversion. This role requires building a territory from the ground up, cultivating executive-level relationships, managing a sales pipeline, and coordinating technical and commercial resources throughout the sales lifecycle, with regular travel to the United States.

Key Responsibilities

- Develop new customer relationships and expand Emumba’s footprint within the U.S. SMB market.
- Build and manage a qualified pipeline of opportunities related to cloud modernization, data, AI, Generative AI, and Agentic AI solutions.
- Collaborate closely with AWS Account Executives, Partner Sales teams, Solution Architects, and other AWS stakeholders to position Emumba’s AWS and AI transformation offerings effectively.
- Support AWS Marketplace and partner-led go-to-market (GTM) motions for Emumba’s AI and cloud services.
- Maintain accurate records of opportunities, pipeline status, forecasts, and customer engagement activities.
- Establish repeatable and scalable territory sales processes to support Emumba’s growth in the U.S. SMB segment.
- Consistently meet or exceed quarterly and annual pipeline and revenue targets.

Required Qualifications

- Must meet applicable U.S. business-travel and immigration requirements for this role.
- Minimum of 7 years’ experience in technology sales, cloud sales, SaaS, consulting services, managed services, or related B2B technology sales.
- Proven track record of developing new customers and closing technology or professional services deals.
- Experience managing a sales territory, pipeline, forecast, and revenue goals independently.
- Strong understanding of cloud transformation, software, data, AI, or digital transformation solutions.
- Experience working within technology partner ecosystems and co-sell motions.
- Ability to engage effectively with SMB owners, executives, business leaders, and technology decision-makers.
- Excellent prospecting, opportunity qualification, presentation, negotiation, and closing skills.
- Ability to collaborate cross-functionally with sales, solution architecture, engineering, marketing, and delivery teams.
- Strong written and verbal communication skills.
- Bachelor’s degree or equivalent professional experience.
- Experience selling AWS cloud, data, AI, or professional services.
- Familiarity with the AWS Partner ecosystem and AWS co-sell motions.
- Existing relationships with AWS sales teams, SMB customers, or regional technology ecosystems.
- Knowledge of AWS services such as Amazon Bedrock, Amazon QuickSight, Amazon SageMaker, AWS Marketplace, and Agentic AI technologies.
- Experience selling Generative AI, AI automation, data modernization, application modernization, or cloud migration solutions.
- Background in selling consulting or professional services, including workshops, assessments, and larger implementation engagements.
- Demonstrated ability to develop a new territory, customer base, or sales motion from an early stage.

Within the first 6 to 12 months, the SMB Sales Manager is expected to establish strong relationships across the assigned territory, build productive AWS co-sell partnerships, create a healthy and repeatable sales pipeline, convert initial engagements into implementation opportunities, and contribute measurable new revenue to Emumba’s expanding U.S. SMB business.

Working and Travel Requirements

- Ability and willingness to work U.S. business hours, including late evenings when operating from other time zones, to support customers, AWS teams, and partners.
- Willingness and ability to travel frequently to the United States for customer meetings, AWS engagements, industry events, and sales activities.
- Capability to operate effectively across global teams and time zones while maintaining responsiveness to U.S.-based customers and partners.
- Must satisfy applicable U.S. business-travel and immigration requirements associated with the role.

About Emumba

Emumba is a global engineering and consulting firm specializing in software development with an established AWS cloud practice focused on Data and Generative AI. With 15 years of experience, our teams across the US, UAE, and Pakistan have earned trust through quality delivery and ownership of work. We value individuals who appreciate both the culture they work in and the craft they bring to it.