Principal Global Account Manager, AWS Media & Entertainment

Amazon • Santa Monica, CA

5d • $170,000 - $230,000 • Onsite

About The Position

Amazon Web Services (AWS) is seeking an experienced sales professional to manage and grow our global business relationship with one of the world’s largest entertainment companies. This Global Account Manager role focuses on driving revenue growth, building C-level relationships, and developing comprehensive account strategies that align AWS cloud solutions with the customer's business goals. The Global Account Manager will be responsible for providing global business leadership and management of this global account. You will build and maintain key stakeholder relationships, develop and manage opportunities, monitor deployment projects, and engage local and extended team 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 that may be geographically distributed. You will define a CXO relationship strategy for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction. The ideal candidate brings deep media and entertainment industry knowledge, proven enterprise sales expertise, and the ability to engage key stakeholders in business outcome-driven conversations. You will pursue net new line-of-business customer relationships, develop and manage net new opportunities, engage resources to support opportunities, and leverage AWS senior leadership to advance partnership discussions while maintaining a trusted advisor relationship at all levels of the customer organization.

Requirements

• 9+ years of technology related sales, business development or equivalent experience
• 10 years of experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Deep media and entertainment industry knowledge
• Proven enterprise sales expertise
• Ability to engage key stakeholders in business outcome-driven conversations
• Understanding of core cloud services relevant to entertainment and broadcast workloads (compute, storage, databases, analytics, ML/AI, edge services, content distribution, and security)
• Familiarity with cloud partner ecosystems and Professional Services capabilities

Nice To Haves

• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• 6+ years of entertainment marketing, audio, or other media sales experience
• Experience in cross functional selling (architect, sales engineer, professional services, partner, and ISV)
• Experience identifying, developing, negotiating, and closing large-scale technology projects for global customers

Responsibilities

• Teaming with the customer’s Line-of-Business (LOB) and IT Organizations to build strategic relationships across the account.
• Selling at the most strategic levels within the account and implementing a broad strategy for earning customer trust and service implementation.
• Working with all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests.
• Strategic account planning and executive relationship building across global markets.
• Articulating business value, business outcomes, and ROI for cloud solutions.
• Collaborating across cross-functional and cross-regional teams.
• Developing and managing partner ecosystem and co-selling.
• Presenting to both technical and business audiences.
• Aligning customer business challenges to cloud-based solutions.
• Identifying, qualifying, and closing new opportunities for compute, storage, AI/ML, Media Services, and content delivery workloads.
• Meeting or exceeding revenue targets by growing AWS revenue and market share in a defined territory.
• Collaborating with teammates, industry specialists, partners, and Professional Services to evangelize entertainment and broadcast cloud use cases.
• Maintaining a robust sales pipeline with reliable and accurate forecasting.
• Accelerating migrations and customer adoption of AWS services.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed