The Amazon Web Services Professional Services team is looking for Enterprise Service Managers (ESM) that can manage the working relationship with one or more Consumer Packaged Goods (CPG) organizations, develop a long term Professional Services strategy and execute that strategy within those accounts. The ESM is a trusted advisor for our largest and most committed customers. The role includes all aspects of business development, relationship development, delivery oversight and program management in those accounts.
AWS Professional Services engage in a wide variety of projects for our customers and partners, providing collective experience from across the AWS customer base and are obsessed about strong success for the Customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered and drive feature innovation based upon customer needs.
We are looking for people who are passionate about:
Engaging customers - collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers
Enable cloud transformation - develop long term Cloud Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks
Support the commercial relationship - plan and implement a portfolio of projects, including budget & deliverable responsibilities, drive proposal construction, including estimations and deal pricing, conduct contract negotiations & execute contracts
Lead great people - build high performing teams of consultants with superior technical depth and outstanding customer relationship skills
Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps
Think big - ability to assess customer marketplace circumstances, organizational readiness, and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large, complex multi-month programs which include multiple ProServe engagement services
As an Enterprise Service Manager you will be responsible for:
Long term development of CPG customers
Engage with customers to understand their business drivers and application portfolio
Development of long term Cloud Strategy for customers
Identify & develop specific opportunities and supporting business cases
Deal shaping, including estimations and deal pricing
Contract negotiations & closing
Planning and implementation of a portfolio of projects, including budget & deliverable responsibilities
Mitigation of delivery risks & issues
Overseeing delivery of projects in account, ensuring high quality delivery
Act as single person of contact for Customer executives, developing deep, trustful relations
Educate customers on AWS services and translate those into a clear business value proposition
Envision and inspire customers
Coaching Customer and Partner teams to be self-sufficient
This is a customer facing role. You be required to travel to client locations to deliver professional services when needed
BA/BS degree or equivalent experience; Computer Science or Math background preferred
15 + years of IT consulting/management experience, with demonstrated IT Transformation experience in customer-facing roles
10 + years working in the Consumer Packaged Goods Industry as a consultant or part of a Professional Services organization
A proven track record of managing and delivering large-scale enterprise IT projects.
Senior level executive engagement, relationship management and advisory experience
Experience with contract and statement of work development
Experience with Quota attainment, and exceeding goals
Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets.
Enterprise IT management frameworks (e.g. COBIT, ITIL)
Broad Enterprise systems experience including SAP, Oracle, and custom applications
Designing, building, and operating global IT processes and infrastructures
Familiarity with industry compliance and security standards including PCI DSS, SOC-1&2, ISO 27001, HIPAA, GxP and FDA
Demonstrated ability to work creatively and analytically in meeting customer needs
Excellent written and verbal communication skills
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.