Global Account Manager, AWS Industries (AWSI), Automotive & Manufacturing

Amazon • Boston, MA

4d

About The Position

AWS is seeking a senior sales professional to manage a global customer
relationship with one of our large global Industrial & 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, enabling
customer value creation and growth.

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 IT/Digital, Line of Business (LoB) / Engineering, and Operations
leadership. The GAM will work with all appropriate AWS resources (Executives,
other Account Manager(s), 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 include
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.

Requirements

• Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent
• Bachelor's degree in science, technology, engineering, math, business or equivalent
• 7+ years of technology sales, or 3+ years of management experience
• Experience in sales or sales management of infrastructure or cloud technology
• Experience using Salesforce or other CRM tool
• Experience producing executive-level written materials and presenting to executive audiences

Nice To Haves

• Experience working with large global teams
• Experience across at least one industry vertical (manufacturing, energy, oil & gas, etc.)
• 6+ years of commercial agreements experience
• Experience in executive level engagement with SVP/VP/C-Suite
• Experience with AWS technologies
• Experience in cloud or account management, with a proven track record of managing high-performing teams and projects
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent

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, Engineering, and Operations).
• Working closely with internal AWS team members and programs, 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, with a focus on connecting cloud and AI capabilities to the customer's business, technology and operational priorities.
• Defining product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFRs 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

• 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, and parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level