Description

Would you like to own driving the revenue for a leader in cloud computing with state and local government customers? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS). Do you have the business acumen, relationships, government sales experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider? Amazon Web Services is expanding in the U.S. Public Sector market, and this group within Amazon offers a creative, fast paced, entrepreneurial work environment where you’ll be at the center of Amazon innovation.

As a Sr Account Manager within Amazon Web Services (AWS) you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies. More importantly, you'll help government customers transform their IT services and significantly improve the citizen experience. Your responsibilities will include developing and managing a growing customer base for our enterprise state government accounts. You will deepen business and technical relationships and launch new customer services by helping to define, identify and pursue key opportunities. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts and Executive leadership.

You will establish deep business and technical relationships through your knowledge of the customer’s goals and environment. You will have day-to-day interactions with customers and our eco-system of partners (SI’s and ISV’s) that support these customers. The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about government priorities and technical challenges and to convey compelling technical solutions to them.

This role is located in the Detroit Metro and/or Lansing, MI area.

Key job responsibilities

In this role, you will:

• Drive revenue and market share in a defined region.

• Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.

• Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.

• Understand the technical considerations, certifications, and procurement processes specific to the public sector.

• Identify specific prospects/partners/channels to approach while communicating a relevant value proposition for you customer.

• Work closely with customers to ensure that they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.

• Understand the technical requirements of your customers and work closely with their IT development team(s) to guide the direction of our product offerings for developers.

• Collaborate with AWS’s Legal team and others to manage complex contract negotiations.

• Maintain an accurate and robust pipeline and forecast of business opportunities.

• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.

• Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies that align with revenue growth expectations.

• Accelerate customer adoption and ensure customer satisfaction.

• Expect moderate travel

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

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 & 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 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.

Basic Qualifications

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

• 7+ years of business development, partner development, sales or alliances management experience

• Bachelor's degree or equivalent

Preferred Qualifications

• 5+ years of building profitable partner ecosystems experience

• Experience developing detailed go to market plans

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. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.