Strategic Pursuits Sales Leader

DESCRIPTION

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Would you like to be part of a team that is redefining the Enterprise IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for a Principal Pursuit Leader in the AWS Partner Organization.

You will lead a team to deliver results on an innovative sales strategy by owning the sales motion to drive strategic partner and customer buy-in to a new commercial model. Responsibilities will include establishing C-level and field relationships with partners and with the AWS sales field, building the GTM and customer-centric offer, and executing joint GTM plans globally. You will support teams in delivering top line revenue growth through joint proposals and large-scale deals. You will create and conceptualize commercial programs, and also manage the execution. To be successful, you will possess or demonstrate the ability to build EVP and C-Suite relationships across players within the enterprise.

This candidate will possess both a business/sales/delivery background with a leading global consulting or systems integrator and a deep understanding of Enterprise Transformation that enables them to develop and execute forward thinking initiatives, which drive incremental adoption of AWS services. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build strong industry relationships.

Position can sit anywhere there is an AWS office, such as in New York City, NY; Arlington, VA; Chicago, IL; San Francisco, CA; Palo Alto, CA; Santa Clara, CA; Seattle, WA; Austin, TX; Dallas, TX; Houston, TX; Atlanta, GA; Boston, MA; Minneapolis, MN; and other locations.

Position may require the ability to travel 25% to 40% of the time, as needed

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Key job responsibilities

• Sell and deliver global multi-tower customer transformations to Fortune 1000 customers.

• Build and rapidly expand the AWS global relationship engaging with, and selling through, some of the top (SIs) in the world.

• Drive revenue growth and cloud adoption to exceed program revenue and pipeline targets.

• Execute go-to-market models that cover areas such as migrations, procurement, and workforce transformation.

• Interface with internal leadership and external customers at the executive CxO level.

• Closely collaborate with executive stakeholders across the organization, including Field Sales, Business Development, Product, Finance, Marketing, Training, Operations and Legal.

About the team

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.

Diverse Experiences

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

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.

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 and 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.

BASIC QUALIFICATIONS

• 12+ years of sales, business development, partner development, or alliances management experience.
• 12+ years of experience with SIs and/or large enterprise sales and complex agreements.
• 10+ years Proven track record of senior executive engagement and ability to partner with executive leaders on closing and executing large, highly technical strategic co-development and partnership engagements.
• 10+ years Strong verbal and written communications skills, as well as the ability to work effectively across internal and external organizations.
• 10+ years experience operating businesses from 100s of millions, doing $100M+ deals and billions of dollars in revenue (USD.)
• 10+ years experience developing complex solutions with C-suite customers and internal stakeholders.

PREFERRED QUALIFICATIONS

• An evangelist of the cloud era with deep experience in an industry or technology domain

• An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross functional audiences.

• Experience building business cases for multi-million dollar investments at the CEO level

• Familiarity with selling/managing large multi-million dollar partner programs, ideally to the Public Cloud

• Familiarity negotiating deals across varying cultural normal in a truly global business

• Understanding of digital transformation drivers and the technology ecosystem that supports them

• Excellent written and verbal communication skills

• Masters' Degree in technical or relevant business field

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 $158,400/year in our lowest geographic market up to $262,000/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. 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.