DescriptionWould 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, cloud 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. GovTech market. These GovTech accounts are commercial ISV companies that focus on the State and Local market space. Our region within AWS offers a creative, fast paced, entrepreneurial work environment where you’ll be at the center of Amazon innovation.This position is for an Account Manager covering a territory within the US GovTech Region. As an Account Manager within Amazon Web Services (AWS) you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies with these GovTech accounts. More importantly, through these accounts you'll help government customers transform their IT services and significantly improve the citizen experience . Your responsibilities will include helping develop and manage this fast growing customer/partner as part of a team. You will deepen business and technical relationships and launch new customer services by helping to define, identify and pursue key opportunities within the account. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, vertical leads, Professional Services, Partner Teams, 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 partners. 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.Key job responsibilities
Drive revenue and market share within the territory.
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 the customer 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/partners 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 50% travel
A day in the lifeAbout the teamDiverse ExperiencesAWS 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 CultureHere 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 GrowthWe’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 BalanceWe 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
Knowledge of software development practices and data center/infrastructure/networking technologies
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.Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
Full-time