Enterprise Account Executive, Enterprise West, Enterprise
DESCRIPTION
Would you like to be part of a team focused on increasing adoption of Amazon Web Services by developing strategic accounts with enterprises in Western Canada? Do you have the business acumen and the track record managing complex accounts to help establish Amazon as a valued partner to enterprise customers? Have you demonstrated delivering results with high performance sales organizations? Are you well established leading internal teams to execute account strategies through informal leadership?
As an Enterprise Sales- Account Executive you will have the exciting opportunity to drive growth and shape the future of emerging technology. Your responsibilities will include driving revenue growth, customer cloud adoption, and market penetration in enterprise accounts. The ideal candidate will possess both a sales/ business development background and ideally experience selling technology that enables them to drive engagement at the CXO level including line of business stakeholders, IT leaders and innovation teams. Being a self-starter is a must and candidates should be prepared to develop and execute against a territory coverage strategic plan and consistently deliver on quarterly revenue targets. The skill of informal leadership is required to establish a comprehensive enterprise account vision and to continually inspire internal and partner team members to prioritize and execute that vision. This includes demonstrating the enablement of high performance, diverse, and inclusive teams. The candidate will also understand and embrace the AWS culture through our Leadership Principles and demonstrate they can be an active enabler of our unique culture.
Key job responsibilities
• Develop and execute against a comprehensive account/territory plan that includes multi- year account and revenue planning;
• Drive revenue growth and market share in a defined territory or industry vertical;
• Maintain a robust sales pipeline and disciplined sales operations approach;
• Meet or exceed quarterly revenue targets in a high growth business;
• Create and articulate differentiated value proposition around AWS services and working with Amazon;
• Lead pursuits that demonstrate customer value realization including business cases;
• Develop long-term strategic customer relationships with senior stakeholders;
• Work with the AWS partner ecosystem to extend reach and drive cloud and technology adoption;
• Understand the customer buying decision criteria/ process in a multi-vendor eco- system;
• Manage and lead contract negotiations;
A day in the life
Candidates are responsible and measured on delivering quota targets while meeting goals set by the organization that demonstrate an understanding of the AWS strategy. Enterprise Account Executives set the strategy for their territory/accounts and inspire the #oneteam and ecosystem to deliver results through our unique programs and investments. AE’s lead pursuits, identify and build relationships with key customer decision makers and ensure AWS stakeholders understand our customer’s business and their unique opportunities. This includes thinking big for our customer and developing points of view on how cloud, digital and AI can drive impactful business outcomes through new ways of working.
About the team
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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Diverse Experiences
AWS 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 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 & 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.
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 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
- 10+ years of business development, partner development, sales or alliances management experience
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
PREFERRED QUALIFICATIONS
- 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans
- Knowledge of software development practices and data center/infrastructure/networking technologies
- Experience identifying, developing, negotiating, and closing large-scale technology deals
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, disability, age, or other legally protected status. If you would like to request an accommodation, please notify your Recruiter.
The base salary for this position ranges from $111,300/year up to $185,800/year. Salary is based on a number of factors 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. Applicants should apply via our internal or external career site.