We are seeking a self-starter to lead and own revenue generation in a division of one of AWS's largest Global Defense Partners accounts. The role requires a team player with focus on increasing awareness and adoption of Amazon Web Services by engaging with internal stakeholders directly to reinvent their IT strategy and mode of mission delivery by adopting and delivering cloud computing solutions.

As an Account Manager within Amazon Web Services (AWS) you will have the exciting opportunity to drive the growth and shape the future of an emerging technology in one of our most critical accounts. Your broad responsibilities will include developing and managing a growing customer as they serve government missions globally and with the US the Department of War and National Intelligence communities. You will drive business and technical relationships and launch customers at a rapid rate by helping to define, identify, and pursue key cloud related opportunities. This includes determining the most effective go-to-market strategies, and collaborating with the commercial sales, legal, marketing, product, contracts and executive leadership teams along the way.

You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment.

You will have day-to-day interactions within the larger account and with the community of partners that support the global account and its customers. The ideal candidate will possess a business background that enables them to drive an engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.

Key job responsibilities

- Set a strategic sales plan for your target markets in line with the AWS strategic direction. Drive revenue and market share within the global account business area.

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

- Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.

- Serve as a key member of the AWS Public Sector team in helping to drive adoption of the overall AWS market and technical strategy.

- Understand the technical considerations and certifications specific to the public sector.

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

- Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required.

- Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.

- In coordination and collaboration with others on the global account teams, prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.

- Manage complex contract negotiations and liaison with the legal group.

- Accelerate customer adoption and satisfaction.

BASIC QUALIFICATIONS

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

- 10+ years of business development, partner development, sales or alliances management experience

PREFERRED QUALIFICATIONS

- 5+ years of building profitable partner ecosystems experience

- Experience developing detailed go to market plans

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

- Experience positioning and selling technology to new customers and in new market segments

- Experience identifying, developing, negotiating, and closing large-scale technology projects for global customers

- Experience with problem solving and disruptive innovation, developing technology programs and working across customer organizations

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually