The posting
AWS is seeking a sales professional to manage a global customer relationship with one of our large global food, agriculture, commodity trading, and industrial products and services customers. You will define and execute a CXO relationship strategy within the account, including engaging with a dedicated account team, AWS senior leaders for executive sponsorship, coordinating executive business reviews, and maintaining customer satisfaction.
The Global Account Manager ("GAM") will partner with the customer to build strategic relationships, articulate a clear vision, and deliver business value. The successful GAM will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across the customer's Digital Technology, Operations, Line of Business (LoB), and Research & Development leadership. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Customer Solutions Managers, Industry Specialists, Marketing, Partners, Support, Service Teams and Professional Services) to deliver customer outcomes. This is an Individual Contributor role, but necessitates an account leader mindset, and may included dotted line responsibility for downstream sales, technical and industry specialist resources. The GAM will also effectively leverage existing programs and mechanisms, innovate and scale new mechanisms, and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS.
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.
Mentorship & 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.
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.
Key job responsibilities Contributing to, and leading, within an AWS customer account team.
Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs at the customer, across Line of Business (LoB), Functional (R&D, Engineering, Manufacturing, Supply Chain), and Digital & IT.
Working closely with internal AWS teams (executives, solution architects, industry specialists, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution(s) for customers.
Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.
Displaying strong leadership presence and being able to command a room in a meeting. Should be seen as an authority in communicating via email, phone, and face to face, and comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.
Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical.
Managing a global sales pipeline via Salesforce and facilitating all stages of a sale.
Participating and leading in the negotiation and closing of legal agreements, such as Enterprise Agreements (EAs), and contracts, such as Private Pricing Addendums (PPAs).
Maintaining knowledge of AWS’s broad solution and service offerings, corresponding o solving customers’ business problems.
Defining product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFR’s or the service teams.
Working with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS.
About the team The AWS Industries (AWSI) and Automotive & Manufacturing Industry Business Unit (IBU) team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.
- 8+ years selling in technology or complex B2B environments - Bachelor’s degree (or equivalent experience) - Sold to large, complex customers — connected technology solutions to measurable business outcomes while cross-selling across multiple product and service portfolios, with consistent quota attainment - Coordinated across internal teams to drive account outcomes for full cycle deals for complex global accounts with long term/multi-year goals - Built long-term relationships with senior business leaders and translated those into commercially mutually advantageous outcomes
- 10+ years selling in technology or complex B2B environments - Sold B2B technology solutions in a consultative capacity - ideally with a technical foundation earlier in career - Led account teams as an IC or manager - influenced without direct authority to drive shared outcomes - Engaged senior business and technology stakeholders with industry-relevant expertise - Executed deals across the full sales cycle -from opportunity identification through close - Operated in fast-paced, high-growth environments managing complex accounts, coordinating across geographies
Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.
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.
