Global Account Manager, AWS Financial Services

Amazon.com • New York, NY

69d • $153,000 - $252,900

About The Position

AWS is seeking a world class sales professional to manage our global customer and partner relationship with a strategic Capital Markets financial services enterprise customer. The Global Account Manager is responsible for partnering with the customer to build strategic relationships, articulate a clear vision and generate business value. The GAM is responsible for selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and service implementation. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests. This includes dotted line responsibility for downstream sales and technical resources. Developing formal case studies and other forms of references highlighting activity and workloads running on AWS is core to the role. They should have a strong leadership presence and be able to command a room in a meeting. They should be seen as an authority in communicating via email, phone, and face to face. They must be comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.

Requirements

• 12+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.
• Bachelor's degree, or MBA in computer science, engineering, analytics, mathematics, statistics, IT or equivalent.
• 10+ years experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent.

Nice To Haves

• Experience with AWS and technology as a service (IaaS, SaaS, PaaS).
• 5+ years of experience working in a global federated enterprise working with multiple business units and influencing governance and policy is a plus.
• Experience in large complex 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.
• A strong understanding of AWS and/or technology as a service (Iaas, SaaS, PaaS) is preferred.
• Experience managing and orchestrating account team resources on behalf of customers.
• Experience positioning and selling technology to new and existing clients.
• Experience proactively growing customer knowledge and relationships within complex accounts.
• Track record of consistent and sustained business and sales performance in complex enterprise sales.

Responsibilities

• Leading and directing the AWS customer account team.
• Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer.
• 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.
• Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.
• Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical.
• Managing the sales pipeline via Salesforce and facilitating all stages of a sale.
• Participates and leads in the negotiation and closing of various customer agreements.
• Maintains an operating knowledge of AWS's service catalog and is able to relate them to solving customers' business problems.
• Helps define product requirements by understanding and evangelizing the needs of customers. 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.

Benefits

• Medical, financial, and/or other benefits.
• Equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: General Merchandise Retailers
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees