Strategic Accounts Sales Rep, AWS Industries

Strategic Accounts Sales Rep, AWS Industries

Job ID: 2704595 | Amazon Web Services, Inc.

AWS seeks an accomplished, highly collaborative sales professional to join us as we expand and accelerate the Artificial Intelligence (including GenAI) business of one of our largest and most innovative customers.

You will be a central member of the core team responsible for earning trust and delivering business outcomes for this highly visible customer. You'll build and maintain customer relationships, develop, launch, and scale cloud workloads, and align extended resources to delight the customer. You will implement a growth strategy within select areas of the account, including building strong working relationships with tenured Amazonians and leadership for strategic engagement, cross-organizational collaboration, experimentation, and think-big opportunities. This role will give you the unique opportunity to deliver business-transforming solutions to one of the world’s biggest, most innovative and exciting companies, and help shape the future of Artificial Intelligence on cloud.

Do you look around corners for ways to engage and serve customers? Are you passionate about using technology to solve business problems that have big customer impact? Are you energized by the chance to join a vibrant and diverse team, challenge yourself to deliver highest standards and meaningful results every day, and continually invent on behalf of customers and colleagues?

Come build the future with us.

Key job responsibilities

1. Achieve role targets, and account quota while demonstrating Amazon Leadership Principles.
2. Demonstrate the specific value of cloud to solve specific customer problems, or enable specific customer aspirations.
3. Share knowledge, a point of view, and resources to enable the customer to adopt cloud, taking into account customer comfort, desired business outcomes, change management, enablement, technology, business justification, and fiscal responsibility.
4. Demonstrate credibility to create and manage trusted, durable, influential relationships.
5. Manage the full sales cycle, and customer process of exploration/evaluation/decision/implementation/success assessment.
6. Influence up to VP level verbally, including formal presentations, and written, including narrative documents.
7. Bring voice of the customer into AWS ad hoc, and in recurring forums like business reviews and leadership updates.
8. Keep systems of record current and complete for your book of business.
9. With the customer and internally, share best practices, celebrate success, and invest in the success of colleagues.
10. Be an enthusiastic, contributing, impactful member of all the teams you’re a part: Strategic Account Representative, broader account team, Strategic Accounts segment, AWS Industries, AWS, Amazon, and affinity or other Amazon community groups.
11. Contribute beyond role requirements by mentoring, interviewing, becoming a best-in-class writer and reader of narrative documents, creating something new (like a community or cohort, best practice, or tool) and/or participating in pan-Amazon priorities like ID&E or Sustainability.

A day in the life

We aim for, on average:

1. 40% customer interaction
2. 25% customer-related interaction internally and/or with partners
3. 20% individual work on deliverables and action items
4. 10% extended team interaction
5. 5% leadership interaction

About the team

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating. Our Strategic Accounts team is responsible for the growth and happiness of some of AWS’ largest, most complex customers, and the multi-dimensional relationships our company has with them.

AWS is continuously raising our performance bar, and we’re dedicated to supporting new team members as we strive to become Earth’s Best Employer. Each of us is surrounded by a mix of experiences and tenures, and colleagues at all levels who are committed to knowledge-share and mentorship. The Strategic Account Representative team strives to provide talent development in role, and in optional, supplemental offerings, that help each of us grow into a better-rounded professional, and enable our success in increasingly complex situations, roles, and organizations.

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 continually embrace our uniqueness.

AWS values work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

We have fun together. The Strategic Account Representative team is intentional about making time to celebrate one another as people and professionals. We aim to enable joy as well as accomplishment.

BASIC QUALIFICATIONS

1. 7+ years of as a quota-carrying technology sales professional, selling enterprise solutions (product and/or services) into a small number of large companies with matrixed organizational structures and/or complex or undefined decision making.
2. 2+ years of net-new business or business development role aligned to large enterprise accounts.
3. 2+ years as an account manager in a technology (product and/or services) company, managing fewer than three customer accounts.

PREFERRED QUALIFICATIONS

1. 2+ years selling enterprise technology solutions as an account manager, pre-sales technical role, or sales specialist, focused on Artificial Intelligence (AI), Generative AI, Machine Learning, or cloud infrastructure.
2. 2+ years selling enterprise technology solutions to customers in e-Commerce, Retail Technology, Technology Devices and Services, DevOps, or Software industries, as an account manager, pre-sales technical role, or sales specialist.
3. Highly polished verbal and written communication skills.
4. Continuous iteration to reduce ambiguity, and solve strategic problems.
5. Passion for creating collaborative, mutually beneficial relationships.
6. Accomplished selling cloud solutions to new-to-cloud, and mature-in-cloud customers.
7. Experience selling business-to-consumer.
8. Demonstrated ability to engage and influence senior leadership up to C-Suite.
9. Ability to pioneer innovative sales solutions.
10. Strong sales needs analysis and presentation skills.
11. Success selling into new markets, and/or selling the first large instance of a product or service.
12. Experience as a team lead or people manager.
13. International sales experience.
14. Knowledge of Salesforce.com CRM.
15. Data analysis skills.
16. Experience creating and consuming reports, views, and dashboards in Tableau.
17. Experience creating presentations in Prezi or Keynote.
18. Experience using Mac OS and devices.
19. Demonstrated success as a leader of virtual and extended teams; internal and customer.
20. Strong understanding of AWS and/or technology as a service (IaaS, SaaS, PaaS).
21. MBA or other secondary business education.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

Posted: July 23, 2024