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Description

AWS is seeking a sales professional to manage a global customer relationship with one of our large global manufacturing customers. You will define and execute a CXO relationship strategy within the account, including engaging with a dedicated account team, AWS senior leaders for executive sponsorship, coordinating executive business reviews, and maintaining customer satisfaction.

The Global Account Manager ("GAM") will partner with the customer to build strategic relationships, articulate a clear vision, and deliver business value. The successful GAM will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across the customer's Digital Technology, Operations, Line of Business (LoB), and Research & Development leadership. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Customer Solutions Managers, Industry Specialists, Marketing, Partners, Support, Service Teams and Professional Services) to deliver customer outcomes. This is an Individual Contributor role, but necessitates an account leader mindset, and may included dotted line responsibility for downstream sales, technical and industry specialist resources. The GAM will also effectively leverage existing programs and mechanisms, innovate and scale new mechanisms, and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS.

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the 8 description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

Key job responsibilities

Contributing to, and leading, within an AWS customer account team.

Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer, across LoB and functional areas (Digital Data).

Working closely with internal AWS teams (executives, solution architects, industry specialists, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution(s) for customers.

Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.

Displaying strong leadership presence and being able to command a room in a meeting. Should be seen as an authority in communicating via email, phone, and face to face, and comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.

Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical.

Managing a global sales pipeline via Salesforce and facilitating all stages of a sale.

Participating and leading in the negotiation and closing of legal agreements, such as Enterprise Agreements (EAs), and contracts, such as Private Pricing Addendums (PPAs).

Maintaining knowledge of AWS’s broad solution and service offerings, corresponding o solving customers’ business problems.

Defining product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFR’s or the service teams.

Working with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS.

Basic Qualifications

A bachelor's degree in business or technology or equivalent work experience

7+ experience working at a technology company as a lead account and relationship manager for large global organizations.

5+ years experience working in the manufacturing industry.

5+ years Cloud Solutions knowledge and experience.

Experience managing time efficiently, meeting personal goals, and working effectively with internal, partner, and customer teams

Preferred Qualifications

3+ years of direct or dotted line sales management and/or leadership of large downstream account team resources (sales, solution architecture, customer success, industry specialist, etc.).

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.