Enterprise Services Manager, Professional Services
DESCRIPTION
The Amazon Web Services Professional Services team is looking for Enterprise Services Manager (ESM) that can manage the working relationship with large GCR organizations, develop a long term Professional Services strategy and execute that strategy within those accounts. The ESM is a trusted advisor for our largest and most committed customers. The role includes all aspects of business development, relationship development, delivery oversight and program management in those accounts.
Key job responsibilities
- Engage with customers to understand their business drivers and cloud application portfolio
- Development of long term Cloud Strategy for customers
- Identify & develop specific opportunities and supporting business cases
- Deal shaping, including estimations and deal pricing, contract negotiations & closing
- Identifying and managing a portfolio of 3-5 strategic accounts, including sales pipeline management and engagement ownership
- Planning and implementation of a portfolio of projects, including budget & deliverable
- Mitigation of delivery risks & issues
- Overseeing delivery of projects in account, ensuring high quality delivery
- Act as single person of contact for Customer executives (including CxOs), developing deep, trustful relations
- Educate Partners on AWS services and translate those into a clear business value proposition
- Envision and inspire customers
- Orchestration of product, technology and services partners
- Coaching Customer and Partner teams to be self-sufficient.
A day in the life
A day in life will be:
- Farming key accounts
- Collaboration with AWS GCR BD and ProServe Delivery team
- Engaging with partners to go big
- Dive deep into sales activities and business negotiation
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.
AWS Professional Services engage in a wide variety of projects for customers and partners, providing collective AWS customer experience, best practices, and obsessing about strong success for the Customer. Our team collaborates across the entire AWS organization to bring access to product, service, and training teams, to deliver the right solutions and drive feature innovations for our customers across all industries.
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 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
- 8+ years of IT solutions/consulting selling experience, with demonstrated IT & Business Transformation experience in customer-facing roles.
- Experience working with large multi-national organizations as the Consulting Services lead for clients, delivering Business Transformation projects, and own a bookings/revenue target.
- Experience in account owner of engagement and management, including identifying, developing, and executing complex transactions
- Ability to establish relationships with C-Suite members and translate the power of cloud computing into a core business enabler. And, able to articulate business outcomes for C-Suite discussion.
- Experience in engaging with ECO partners to go big.
PREFERRED QUALIFICATIONS
- Masters/MBA degree preferred.
- 10+ Years selling experience with B2B Enterprise.
- Design thinking with customer business via cloud strategy
- Experience with solution selling to customer business value proposition
- Familiarity with different vertical industry business trend and know how
- Established network of ECO partners