The Amazon Web Services Professional Services (ProServe) team is seeking a dynamic ProServe Account Executive (PAE) to join our team at Amazon Web Services (AWS). In this role, you'll be responsible for engaging new and existing customers in the Financial with transformative projects involving IT Strategy, distributed architecture, and hybrid cloud operations. You'll work closely with ProServe Cloud Architects, Engagement Managers, and Delivery Consultants to drive customer success and business growth. As ProServe's customer facing relationship owner you'll be primarily focused on understanding and defining business outcomes for customers by building trust, identifying applicable AWS Professional Services offerings, and creating proposals and securing customer signoff of SOW's. Following project launch, you will stay connected with the customer to ensure we are delivering the agreed customer business outcomes (CBO) as outlined in the SOW.

Your experience in selling services within the technology/consulting sector, will equip you with the ability to translate technical concepts into business value for customers. You will demonstrate proficiency in business development, executing sales methodologies and managing CRM systems coupled with strong analytical, problem-solving, and project management abilities. PAEs performance will be measured against key metrics including but not limited to Revenue, Billable Bookings, and customer satisfaction (CSAT).

Key job responsibilities

- Lead business outcomes - ability to articulate accelerated customer outcomes through cloud transformation

- Execution of long-term strategic customer transformation roadmaps

- Develop a unified account plan and pursuit plan that aligns with AWS account team (direct sales).

- Establish Executive relationships across Business & Technology groups, executive sponsorship of programs

- Establish an internal network at AWS, most notably with internal organizations critical to success: Account Team (#OneTeam), Partner team, Finance, Legal

- Strategic advisor and expert with knowledge of the cross-section of the customers' business and the cloud ecosystem

- Deliver on annual bookings, revenue, and customer satisfaction targets with deal structure aligned with defined customer outcomes and AWS ProServe business objectives

- Support scale through shared learnings and mechanisms across the ProServe team

Partner Ecosystem & Team Development

- Identify, onboard, and govern relationships with Epic-certified SI partners

- Define prime/sub contracting mechanisms, scope handoffs, and separation of duties

- Drive internal enablement-training, delivery templates, SOW templates, first-call decks

Epic Strategic Alignment & Market Leadership

- Build and maintain direct strategic relationship with Epic Hosting organization

- Align with Epic PMO on process needs, opportunity flow, and Cloud Sizing Guides (CSG)

- Represent ProServe at industry events (HIMSS, Epic UGM, customer executive sessions)

A day in the life

As an experienced services sales professional, you will be responsible for:

- Leading business development efforts by engaging Financial Services customers and driving high-value engagements

- Establishing Executive relationships across Technology & Business groups, becoming a strategic advisor and expert with deep knowledge of the cross-section of the customers' business and available technology solutions.

- Collaborating with Amazon Global Sales (AGS) representatives to ensure a coordinated approach for key accounts

- Creating proposals, securing customer sign-off on Statements of Work (SOWs), and ensure successful project delivery

- Monitoring ongoing projects to ensure delivery of agreed CBOs and maximize revenue potential

- Advocating for customers while balancing AWS business objectives

This customer facing role may require up to 50% travel to customer sites.

BASIC QUALIFICATIONS

- 10+ years of enterprise commercial sales experience

- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent

- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals

- Experience in technology-related account management or field sales roles

- Bachelor's degree in Computer Science, Engineering, a related field, or equivalent experience

PREFERRED QUALIFICATIONS

- Experience in solving complex business challenges by delivering accurate and timely financial models, analysis, and recommendations that have a proven impact on business (e.g., financial savings, operational improvements, or customer benefits), or experience applying key financial performance indicators (KPIs) to analyses

- Experience in the Health Care Life Sciences industry

- Experience with communication, presentation, and negotiation

- Experience building and maintaining C-level client relationships

- Knowledge of AWS services

- Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent

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, Herndon - 170,000.00 - 230,000.00 USD annually