Sr. Marketplace Customer Advisor, AWS Marketplace
About The Position
AWS Marketplace is reshaping the future of software procurement. This role involves shaping go-to-market strategies, guiding enterprise customers through complex procurement journeys, and serving as a trusted advisor to senior sales leadership. The Marketplace Customer Advisor team provides deep subject matter expertise directly to enterprise customers, helping them integrate Marketplace into their business and procurement processes. They execute go-to-market motions that drive customer adoption and revenue growth at scale, earning trust with customers and internal stakeholders across Field Sales, Partner Sales, Product Management, Engineering, and Field Enablement. The team operates in a metrics-driven environment where customer adoption and revenue impact are measured regularly.
Requirements
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience selling enterprise software or cloud-based applications
- Experience explaining complex technical concepts to various business and technical audiences
- Experience presenting to both technical and non-technical executive audiences
- Bachelor's degree or equivalent
Nice To Haves
- Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
Responsibilities
- Design and advance go-to-market strategies that drive customer adoption and revenue growth across your assigned Division or Geography — operating with autonomy in environments where strategy may not yet be defined.
- Guide complex, high-value transactions ($5M+ TCV) end-to-end, partnering with customers to navigate procurement and multi-stakeholder organizational challenges.
- Serve as a strategic advisor to SaaS, AI, and cloud technology buyers integrating AWS Marketplace into enterprise procurement, contract management, and FinOps workflows.
- Develop scalable best practices and playbooks that elevate the broader Marketplace Customer Advisor team and create repeatable success patterns across the organization.
- Mentor and coach team members, investing in their growth and building capability and confidence across the Marketplace Customer Advisor organization.
- Champion the voice of the customer by creating mechanisms to capture and amplify feedback, influencing product roadmaps alongside Product Management and Engineering.
- Communicate strategic insights to senior leadership through business reviews, QBRs, and planning narratives — advocating for customers and the business up to the VP level.
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)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
