About The Position
AWS is seeking a senior sales professional to manage global customer relationships with global Automotive & Manufacturing customers. This role involves defining and executing a CXO relationship strategy within the account, engaging with a dedicated account team, AWS senior leaders for executive sponsorship, coordinating executive business reviews, and enabling customer value creation and growth. The Global Account Manager ("GAM") will partner with customers 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 collaborate with various 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, requiring an account leader mindset, and may include dotted line responsibility for downstream sales, technical, and industry specialist resources. The GAM will also leverage existing programs, innovate new mechanisms, and develop formal case studies and references highlighting AWS solutions.
Requirements
- Experience in management of large, complex enterprise accounts or equivalent
- Bachelor's degree in science, technology, engineering, math, business or equivalent
- 7+ years of technology sales, or 3+ years of management experience
Nice To Haves
- Experience working with global teams and diverse partners
- Experience working in a related industry
- 6+ years of commercial agreements experience
- Experience in executive level engagement with SVP/VP/C-Suite
- Experience with the AWS platform, web services, software development, or related technologie
- 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
- 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.
- Participating and leading in the negotiation and closing of legal agreements and contracts.
- 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.
- Working with marketing and communications to develop formal references, PR and case studies.
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
- Inclusive Team Culture
- Mentorship & Career Growth
- Work/Life Balance
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What This Job Offers
Job Type
Full-time
Career Level
Senior
