Global Account - Senior Account Manager, AWS Global Strategic Partners (GSP) Sales, GSP Sales

Amazon • New York, NY

6h

About The Position

Amazon Web Services (AWS) is seeking talented individuals for the Global Strategic Partner (GSP) Sales team focused on growing business and shaping the cloud industry with the world’s largest, most strategic, multinational GSPs. The Senior Account Manager role provides the opportunity sell business-transforming solutions to the world’s biggest and most impactful companies and shaping the future of business. You will be part of a multi-functional sales team including technical and project SMEs. You will build and oversee a portfolio of business of tens of millions of dollars. You will provide scale necessary to meet customer demand and lead the constant evolution of our customers' business to exceed the revenue and non-revenue goals. You possess a sales background that enables you to successfully build and maintain relationships, drive long-term business and revenue by managing the full sales cycle to create opportunities and net-new innovative solutions, advise customers on AWS cloud solutions, and grow AWS usage across a defined set of customers. You will work with prospects, customers, partners, Global Account Managers, and internal teams to consistently meet and exceed sales quotas. This is a strategic role with tremendous growth opportunities. The Sr Account Manager (SAM) works with the Global Account Manager (GAM) to partner with the most strategic system integrator customers driving a joint disruptive strategy. They support the development and execution of account plans that not only align to, but drive the customer's cloud strategy. The SAM is a thought leader with an understanding of the cloud space. They help translate key technologies to drive business disruption as a builder/seller. GSP Sales enables our GSP Customers to reinvent themselves to accelerate new revenue streams and disrupt/transform the industries they serve. The GSP Sales team provides direct and Get To Market sales for the most strategic global systems integrator customers. GSP Sales provides a full range of sales motions and corresponding revenue, helps their customers transform and modernize their legacy IT environments to run on the AWS platform, and enables customers to leverage their IP and experience to build platforms/solutions that are sold to their end customers. We partner with AWS Partner Managers and Field Sales teams to support sales opportunities that take advantage of these solutions, and identify new revenue streams. This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Requirements

• Bachelor's degree
• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
• Experience in sales or sales management of infrastructure or cloud technology
• Knowledge of technology principles and services including infrastructure, business applications, data management, security, application platforms, and consumer-facing technology
• Knowledge of AWS services including compute, storage, networking, security, databases, machine learning, and serverless technologies
• Experience with AI/ML technologies
• Experience working within a high-growth technology company
• Experience handling ambiguous or undefined challenges through strong problem solving abilities
• Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels
• Experience establishing credibility quickly with senior level executives across organizations
• Worked with Global Systems Integrators

Responsibilities

• Building a portfolio of business that accrues to high value for our customers and growing revenue for AWS.
• Building trusted advisor relationships with key influencers and decision-makers, specifically CxOs.
• Supporting a CXO relationship strategy within the customer, supporting executive business reviews, and maintaining customer satisfaction levels.
• 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.
• Operating with autonomy and discretion. A high degree of fast and quality decision making is required in customer engagement. Business judgment is critical.
• Helping to drive the sales pipeline via Salesforce and facilitating all stages of a sale.
• Participating in the negotiation and closing of legal agreements, such as Enterprise Agreements Private Pricing Agreements.
• Maintaining an operating knowledge of AWS’s service catalog and is able to relate services to solving customers’ business opportunities.
• Helping define product requirements by understanding and evangelizing the needs of customers. Feedback via Product Feature Requests for the service teams.

Benefits

• Amazon also offers comprehensive benefits including 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.
• Learn more about our benefits at https://amazon.jobs/en/benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees