Strategic Pursuit Leader , Professional Services Business Development
DESCRIPTION
A Strategic Pursuit Leader (SPL) within AWS Professional Services will work with customers and the wider AWS organization on strategic, large, complex opportunities and enable customers to adopt AWS by taking ownership of their transformation.
The AWS Professional Services Business Development (PSBD) team is focused on helping our customers across all industry segments to think big, plan, design and deliver large scale enterprise transformations that results in measurable business outcomes (revenue growth, efficiency gains, operational optimization, accelerated innovation).
In this role you will be involved in the critical phases of the sales life-cycle (Sales Strategy, Proposal Development, SOW, Commercial Negotiations, and Closure) and work with both internal and external stakeholders at C-level, IT, and various lines of business to meet their business outcomes. You will collaborate with private pricing, go-to-market, pan-Amazon, AWS services teams in designing, shaping and closing large transformational deals. You will work with the partner organizations in establishing the right delivery structure for large programs and accounts. 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.
Key job responsibilities
- Manage customer opportunities from start to finish within a specific industry or area.
- Partner with ProServe teams, Partner organizations, Sales counterparts and Strategic Customer Engagement teams to define the right structure for execution of large complex deals (including qualification).
- Work in collaboration with local ProServe sales, build strategic alliances with senior customer executives and co-develop pursuit strategy by bringing the wider AWS offerings and services to create differentiated solutions for large strategic accounts.
- Guide cross functional pursuit teams and drive momentum on key deliverables to drive sales velocity.
- Establish mechanisms and frameworks for strategic pursuits that are repeatable and enable ProServe teams to build a pipeline of large deals.
- Provide feedback to Sales and Delivery Excellence function on necessary process improvements and select tools and enablers required to create self-service mechanisms for field teams.
- Ensure smooth handover of closed deals to ProServe delivery leads for seamless execution This role is part of the company's senior team in ProServe and is seeking senior sales professional with experience of shaping and strategizing large consulting deals and managing large accounts.
This is a customer facing role and travel could be up to 50%.
A day in the life
A day in the life of an SPL includes but would not be limited to meeting and engaging senior customer leadership executives, facilitating strategic planning and technical design activities on behalf of a customer, working with our contracts, finance and legal teams on deal terms, scope, pricing, engaging with large consulting partners on delivery of solutions, attend industry events to bring brand and market presence across a target industry, triage and manage critical path escalations of key elements of large consulting deals, and collaborate with fellow Amazonians on the latest technology innovations and consulting sales best practices.
About the team
Diverse Experiences
AWS 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.
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 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.
BASIC QUALIFICATIONS
- Bachelor's degree with 10+ years of experience in consulting sales, with 5+ years specifically in supporting large, complex strategic/enterprise transformational opportunities.
- Experience shaping and closing large, strategic, complex deals, and a proven track record of ensuring successful delivery of those deals.
- Experience working with, presenting to, and negotiating with C-level executives, as well as teams from IT, lines of business, procurement, finance, and legal.
- Experience managing and growing a large deal pipeline ( 3x book target) of $75 million or more and an annual booking goal of $25 million.
- Experience in pursuit, capture and closure of large, enterprise cloud solutions.
PREFERRED QUALIFICATIONS
- MBA or Master’s Degree.
- Strong analytical and presentation skills, with the ability to articulate complex concepts to cross-functional audiences.
- Experience in Pre-Sales and/or Sales of Cloud based Solutions.
- Experience with contract and statement of work development and senior level executive engagement, relationship management and advisory experience.
- Evidence of growth in and achievement of professional services sales and delivery goals and targets.
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.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $164,500/year in our lowest geographic market up to $284,300/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.