Edge Sales Specialist, Edge Services

Description

Join AWS as the Edge Services Specialist for UKI Enterprise. As a specialist overlay, you will lead Edge opportunities alongside UKI ENT Account Managers across Amazon CloudFront, Perimeter Protection (AWS WAF, AWS Shield Advanced and AWS Firewall Manager), AWS Elemental Media Services and Amazon IVS. If you know content delivery, enjoy winning competitive deals and have built business with UKI customers.

Be the Edge specialist for UKI Enterprise. With Account Managers, you will find and win Edge workloads in their accounts, open new Edge opportunities where AWS has no CDN presence.

Build AWS’s Edge reputation in UKI through thought leadership, industry campaigns and in-depth knowledge of each UKI industry.

Design commercial constructs that win and keep CDN, security and video workloads: private pricing, commit-based deals, migration incentives and AWS funding programmes.

Work with Account Managers, Solutions Architects, media specialists and AWS partners across FSI, TMEGS, Retail & CPG, Energy, Utilities, Industrial & Semiconductor and Cross Industry.

Key job responsibilities

Customer opportunities

Own the Edge opportunity from qualification through technical win, commercial close, launch and expansion.

Act as the trusted Edge adviser to Account Managers. You shape the deal strategy

Build an Edge territory plan across UKI ENT. Prioritise accounts by CDN and security spend, incumbent vendor renewal dates and strategic fit.

Lead media and video opportunities for AWS Elemental Media Services and Amazon IVS with media specialists and SAs. This includes live sport, broadcast, streaming, FAST channels and server-side ad insertion.

Position Edge as part of wider customer programmes: migrations, modernisation, ecommerce peak readiness, gaming and security transformation.

Market activation and thought leadership

Be the recognised Edge expert for UKI ENT. Know in depth how content delivery, security and video trends affect FSI, TMEGS, Retail & CPG, Energy, Utilities, Industrial & Semiconductor and Cross Industry.

Build and lead industry campaigns and plays with marketing and partners. Examples ecommerce peak readiness, live sport and streaming, and DDoS resilience for regulated industries.

Represent AWS at industry events, customer roundtables, executive briefings and AWS Summit London, as a speaker or host.

Publish thought leadership on Edge architecture, competitive positioning and industry use cases. This includes blogs, customer case studies, point-of-view papers and LinkedIn content.

Enable Account Managers and SAs on Edge value propositions, discovery questions and qualification criteria, so Edge discovery becomes part of standard account planning.

Work with partners, ISVs, system integrators and AWS Marketplace to build co-sell motions and repeatable offers.

Act as the voice of the UKI Edge customer to AWS product and engineering teams, and influence the roadmap based on what the market needs.

Basic qualifications

- Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services

- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent

- Experience selling cloud solutions at a software company or equivalent

- Experience explaining complex technical concepts to various business and technical audiences

- Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals

Preferred qualifications

- BA or BS degree in a related field (MBA preferred)

- Experience in web security, or experience in Kubernetes, Docker or containers ecosystem and experience in Network protocols like DNS/DHCP/TCP

- Experience managing customer relationships

- Experience building and analyzing cost/benefit scenarios and business cases and communicating results throughout the organization

- Experience writing business strategy documents and plans

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