Enterprise Account Manager, Amazon Web Services Global Sales

Would you like to be part of a team focused on increasing adoption of Amazon Web Services by developing strategic accounts? Do you have the business savvy and the technical background necessary to help customers grow their business while establishing Amazon as a key technology platform provider?

As an Enterprise Account Manager you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology. Your responsibilities will include driving revenue, adoption, and market penetration in a focused portfolio of 3-5 enterprise accounts, allowing you to build deep, strategic relationships. The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level - with CTO/CIO, CEO/General Manager and CFO - positioning AWS as a strategic partner at the board level. You should also be a self-starter who is prepared to develop and execute against a territory coverage plan and consistently deliver on quarterly revenue targets

Drive digital transformation through meaningful engagement with C-level executives, IT leaders, architects, developers, and various lines of businesses of your customers. You will represent the entire portfolio of AWS products and services across the strategic accounts you manage within the Enterprise customer market segment. Your focus will be on driving growth in high-value workloads - core systems, digital channels, advanced analytics, and AI/ML - with strategic, long-term sales cycles of 12-18+ months. You will lead business conversations at the CxO level, articulating AWS value in terms of business outcomes (operational cost reduction, time-to-market, competitive differentiation) rather than technical features.With AWS, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise.

Key job responsibilities

- Drive revenue and market share by developing and executing comprehensive account plans for a portfolio of 3-5 strategic accounts, consistently meeting or exceeding quarterly revenue targets

- Build and maintain trusted C-level relationships, positioning AWS as a strategic partner at the board level through business-outcome conversations - operational cost reduction, time-to-market, and competitive differentiation

- Lead a consultative sales approach aligned to the customer's 3-5 year technology roadmap, driving growth from core workloads (core systems, digital channels, advanced analytics, AI/ML) in complex 12-18+ month sales cycles

- Create demand by identifying strategic transformation opportunities at the customer and articulating a compelling vision of how AWS enables them

- Orchestrate complex decision-making processes across multiple stakeholders - risk committees, compliance, security, architecture, and business teams - to move deals forward

- Coordinate internal teams and customer stakeholders effectively, working as One Team to build and execute account plans

- Manage contract negotiations and work with partners to extend reach and drive adoption across the account portfolio

- Ensure customer satisfaction and develop long-term strategic relationships that position AWS as an enabler of the customer's digital transformation

About the team

AWS Global Sales (AGS) aims to deliver the highest level of sales support to our customers. Is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. Join dynamic and diverse AWS Sales team, focused on large enterprise's digital transformation.

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic qualifications

- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

- 10+ years of business development, partner development, sales or alliances management experience

- Experience in full sales cycle, technology sales, sales engineering/consulting or equivalent business development

- Experience demonstrating technical breadth in AWS and/or cloud fundamentals

- Experience in strategic consulting, IT consulting, or equivalent advisory roles within Financial Services (FSI) or complex enterprise environments

Preferred qualifications

- 5+ years of building profitable partner ecosystems experience

- Experience developing detailed go to market plans

- Experience with large scale IT/digital/business transformation or migration programs in a customer facing role

- Experience formulating and executing strategies to exceed revenue objectives through the adoption of AWS or equivalent technologies

- Experience analysing market opportunities, engaging and negotiating with customers, and defining new areas of innovation

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

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.