Sr. Database Sales Specialist, SMB
About The Position
This role is for a Sr. Database Sales Specialist within the AWS Sales organization, focusing on the Small and Medium Business (SMB) customer segment. The specialist will drive adoption and revenue growth for AWS's purpose-built database services by identifying customer opportunities, understanding their needs, and aligning them with AWS database solutions. The role involves consultative selling, guiding customers in modernizing and deploying AWS database solutions like Amazon Aurora, Amazon DynamoDB, Amazon RDS, Amazon ElastiCache, Amazon Neptune, Amazon DocumentDB, and Amazon Redshift. The specialist will own the full-cycle sales engagement, from lead qualification to revenue realization, by crafting account plans and driving opportunity win plans. They will build trust with various customer personas including Line of Business, Application Development, Data Engineering, and IT. The role requires a deep understanding of AWS database services and the ability to articulate AWS's database strategy and services to accelerate database modernization and migration workloads. The specialist will conduct executive conversations on the benefits of moving from legacy databases to AWS's purpose-built services and help customers select appropriate database services for their use cases.
Requirements
- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 5+ years of business development, partner development, sales or alliances management experience
- 3+ years of Data sales experience
Nice To Haves
- Knowledge of data engineering pipelines, cloud solutions, ETL management, databases, visualizations and analytical platforms
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
- Experience in direct sales or business development in software, cloud or SaaS markets selling to C-level executives
- Experience developing detailed go to market plans
- Experience identifying, developing, negotiating, and closing large-scale technology projects for global customers
- Experience in engineering, computer science, or MIS
Responsibilities
- Accelerate customer adoption by defining and implementing database domain-specific GTM strategies within assigned accounts and technology domains, leveraging AWS Sales and the partner ecosystem.
- Ideate with Line of Business and C-suite leaders, building trust with deep technical expertise to solve compelling business problems.
- Create and articulate compelling value propositions addressing specific customer needs, including TCO reduction, performance improvement, and operational efficiency gains from database modernization.
- Build and innovate by co-developing GTM motions for new product launches and working with product teams on the creation of innovative new database services.
- Partner with system integrators to deliver on customer database migration and modernization projects.
- Collaborate cross-functionally to continuously strengthen AWS's database services value proposition.
- Gather voice-of-customer insights to inform product roadmaps and enhance the customer experience.
- Drive conversations to build credibility and earn trust with account teams and customers.
- Drive sales efforts spanning multiple lines of business with decision-making authority and budget ownership.
- Engage systems integrators and closely collaborate with AWS partners to deliver maximum customer value.
- Develop and deliver compelling ROI and TCO analyses to drive adoption of AWS database solutions.
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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
