Account Executive - Public Sector, Enterprise - Pennsylvania
About The Position
Amazon Web Services (AWS) is expanding in the U.S. Public Sector market, and this group within Amazon offers a creative, fast-paced, entrepreneurial work environment where you will be at the center of Amazon innovation. As an Account Executive within Amazon Web Services (AWS), you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies. More importantly, you will help government customers transform their IT services and significantly improve the citizen experience. Your responsibilities as an Account Executive on the Commonwealth of Pennsylvania team will be to partner with our customers and develop long-term strategies to enable their success. You will deepen business and technical relationships and launch new customer services by helping to define, identify, and pursue key opportunities. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts, and Executive leadership. You will establish deep business and technical relationships through your knowledge of the customer's goals and environment. You will have day-to-day interactions with customers and our ecosystem of partners (SIs and ISVs) that support these customers. The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about government priorities and technical challenges and to convey compelling technical solutions to address them.
Requirements
- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
- Experience using sales CRM tools such as Salesforce
- Experience in a customer-facing role, engaging with customer executives, technologists or partners to solve business problems with advanced technologies
Nice To Haves
- 7+ years of technology sales experience
- Experience with government procurement and contracting process
- Knowledge of AWS or cloud technologies
- Experience engaging with customer relationships at the CXO level
- Experience working with Systems Integrators and Consulting Companies to achieve sales
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
Responsibilities
- Grow adoption and deepen cloud engagement across the Commonwealth of Pennsylvania state government portfolio.
- Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.
- Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.
- Understand the technical considerations, certifications, and procurement processes specific to the public sector.
- Identify specific prospects, partners, and channels to approach while communicating a relevant value proposition for your customer.
- Work closely with customers to ensure they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.
- Understand the technical requirements of your customers and work closely with their IT development teams to guide the direction of our product offerings.
- Collaborate with AWS Legal and others to manage complex contract negotiations.
- Maintain an accurate and robust pipeline and forecast of business opportunities.
- Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
- Prepare and deliver business reviews to senior management regarding quarterly and yearly strategies that align with revenue growth expectations.
- Accelerate customer adoption and ensure customer satisfaction.
- Expect moderate travel.
Benefits
- health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage)
- 401(k) matching
- paid time off
- parental leave
- sign-on payments
- restricted stock units (RSUs)
- sales incentives
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
