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Description

Amazon Web Services (AWS) is seeking talented individuals for the Global Strategic Partner (GSP) Sales team focused on growing business and shaping the cloud industry with the world’s largest, most strategic, multinational GSPs.

The Senior Account Manager role provides the opportunity sell business-transforming solutions to the world’s biggest and most impactful companies and shaping the future of business. You will be part of a multi-functional sales team including technical and project SMEs. You will build and oversee a portfolio of business of tens of millions of dollars. You will provide scale necessary to meet customer demand and lead the constant evolution of our customers' business to exceed the revenue and non-revenue goals.

You possess a sales background that enables you to successfully build and maintain relationships, drive long-term business and revenue by managing the full sales cycle to create opportunities and net-new innovative solutions, advise customers on AWS cloud solutions, and grow AWS usage across a defined set of customers. You will work with prospects, customers, partners, Global Account Managers, and internal teams to consistently meet and exceed sales quotas.

This is a strategic role with tremendous growth opportunities.

Key job responsibilities

• Building a portfolio of business that accrues to high value for our customers and growing revenue for AWS.

• Building trusted advisor relationships with key influencers and decision-makers, specifically CxOs.

• Supporting a CXO relationship strategy within the customer, supporting executive business reviews, and maintaining customer satisfaction levels.

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

• Operating with autonomy and discretion. A high degree of fast and quality decision making is required in customer engagement. Business judgment is critical.

• Helping to drive the sales pipeline via Salesforce and facilitating all stages of a sale.

• Participating in the negotiation and closing of legal agreements, such as Enterprise Agreements Private Pricing Agreements.

• Maintaining an operating knowledge of AWS’s service catalog and is able to relate services to solving customers’ business opportunities.

• Helping define product requirements by understanding and evangelizing the needs of customers. Feedback via Product Feature Requests for the service teams.

A day in the life

The Sr Account Manager (SAM) works with the Global Account Manager (GAM) to partner with the most strategic system integrator customers driving a joint disruptive strategy. They support the development and execution of account plans that not only align to, but drive the customer's cloud strategy. The SAM is a thought leader with an understanding of the cloud space. They help translate key technologies to drive business disruption as a builder/seller.

About the team

GSP Sales enables our GSP Customers to reinvent themselves to accelerate new revenue streams and disrupt/transform the industries they serve.

The GSP Sales team provides direct and Get To Market sales for the most strategic global systems integrator customers. GSP Sales provides a full range of sales motions and corresponding revenue, helps their customers transform and modernize their legacy IT environments to run on the AWS platform, and enables customers to leverage their IP and experience to build platforms/solutions that are sold to their end customers. We partner with AWS Partner Managers and Field Sales teams to support sales opportunities that take advantage of these solutions, and identify new revenue streams.

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.

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job 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.

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.

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 and 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.

Basic Qualifications

Bachelor's Degree

5+ years’ experience owning full sales circle (including negotiations) for complex, disruptive, transformative technical solutions in enterprise accounts

Cloud (&/or Infrastructure) sales experience

Excellent interpersonal, verbal and written communication, analytical and presentation skills are required

Understanding of cloud and/or technology as a service (Iaas, SaaS, PaaS).

Meets/exceeds Amazon’s functional/technical depth and complexity for this role.

Preferred Qualifications

Understanding of AWS and/or technology as a service (Iaas,SaaS,PaaS)

Experience as part of a high growth team

Worked with Global Systems Integrators

Demonstrated decision making, problem solving, and negotiating skills.

Experience in deal negotiations with a successful track record; ability to navigate across AWS and the customer in a trusted advisor/consultative approach; and, establishing credibility quickly with senior level executives across the organizations.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.