Sales Growth Specialist , Global Services - Business Development
DESCRIPTION
Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.
Growth Initiatives Sales/BD Specialist is responsible for GS sales/BD activities for a AWS-wide priority growth initiative. This role would represent GS as part of the cross-functional growth initiative team, contribute to the growth initiative strategy and plan, and work with customers, field, and GS BUs in executing and closing customer opportunities aligned to the initiative. This means: 1/ assessing and articulating GS value proposition for the customer cohorts targeted by the growth initiative; 2/ working with the relevant customer account teams, stakeholder teams, and partners to win customers as part of the growth initiative and for GS, and secure public customer references; 3/ test and iterate on viable win strategies, routes to market for GS services/offerings as part of the overall initiative; 4/ as necessary, provide feedback to the GS product teams to shape existing and/or assemble new GS offerings; 5/ partner with the GS deals team on tailored/customized proposals as part of the sales cycle; 6/ codify successful win strategies and tactics, motions, and plays for the account teams and GS BD/Sales teams
The role will earn trust and partner closely with the GS GTM/BD and GS BU Specialist Sales/BD, GS Deal Engine, and other key stakeholders across field Sales, Service/Industry Specialist Sales/BD, and APO. The candidate needs to be able to lead and influence cross functional pursuit teams within AWS, Amazon, and customer organizations. The role needs to be a self-starter, very comfortable venturing into new domain areas, able to quickly learn, and put together and execute a pursuit plan that achieves AWS and GS business outcomes.
The right candidate will have demonstrated experience in sales/BD for customer success related services at a technology products/services organization across a range of domains, both horizontal and vertical, and a history of delivering results. Relevant previous experience in a technology products/services organization in a sales/BD role is required. Experience with AWS services and how various capabilities in Global Services help drive AWS adoption of AWS will assist in a fast-start. The role will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable business development plans and deliver results. The role will need to ‘deliver results’ and have a bias for ‘action’, ‘earn trust’ with both executive and operating level stakeholders within GS, AWS, and customer organizations. Demonstrated experience in cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.
Basic Qualifications
• 10+ years of relevant experience in sales/BD roles at a technology products and services company
• 3+ years of experience in an incubation sales/BD or related roles, with demonstrated results
• Able to write and execute a high quality, focused sales/BD plans to secure early lighthouse customer wins and references
• Demonstrated aptitude to pick up new domains/offerings and be able to learn and become an expert
• Track record of being ‘are right a lot’ and delivering results with the early-stage business development activities
• Strong interpersonal, communication, and influencing skills (both written and verbal). Experience communicating with both technical and non-technical stakeholders across multiple teams.
• Adept at executing cross-functionally and up and down AWS internal, customer and partner orgs. Ability to effectively lead and work with a variety of teams, management levels, cultures, and personalities as part of a GTM strategy or customer pursuit
• Data driven but comfortable with ambiguity. Very good problem-solver. Track record of being ‘inventive’, ‘frugal’, and focused. Simplifies complexity and able to codify what works into scalable propositions for hand off to other teams
• Strong bias for ‘working backwards’ from internal and external customers. Favors iterative hypothesis/test/analyze/ improve approaches.
• Proven track record of taking ownership and driving results. Self-starter
• Demonstrates strong business acumen and high judgment. Pragmatic
Preferred Qualifications
• 15+ years of relevant work experience
• 5+ years of experience in an incubation sales/BD or related roles, with demonstrated results
• Experience in global or world-wide roles, including international experience
Key job responsibilities
• Own GS representation as part of initiative’s strategy and execution in a geo
• Develop GS value proposition for the growth initiative for the geo, and work with the AWS sales teams to prioritize target customers and partners in scope
• Develop sales and go-to-market plans for the growth initiative partnering with GS and AGS teams.
• Lead sales/BD activities working with sales, partners, and GS BU teams to develop and qualify pipeline, and secure customer wins
• Secure and publish customer references partnering with GS/marketing teams
• Provide feedback and help to GS product team iterate GS offerings in support of faster customer solutioning and improved time to customer outcomes
• Establish and deliver on customer acquisition, pipeline, and bookings goals associated with the growth initiative
About the team
Diverse Experiences
Amazon 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.
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BASIC QUALIFICATIONS
- 10+ years of relevant experience in sales/BD roles at a technology products and services company
- 3+ years of experience in an incubation sales/BD or related roles, with demonstrated results
- Able to write and execute a high quality, focused sales/BD plans to secure early lighthouse customer wins and references
- Demonstrated aptitude to pick up new domains/offerings and be able to learn and become an expert
- Track record of being ‘are right a lot’ and delivering results with the early-stage business development activities
- Strong interpersonal, communication, and influencing skills (both written and verbal). Experience communicating with both technical and non-technical stakeholders across multiple teams.
- Adept at executing cross-functionally and up and down AWS internal, customer and partner orgs. Ability to effectively lead and work with a variety of teams, management levels, cultures, and personalities as part of a GTM strategy or customer pursuit
- Data driven but comfortable with ambiguity. Very good problem-solver. Track record of being ‘inventive’, ‘frugal’, and focused. Simplifies complexity and able to codify what works into scalable propositions for hand off to other teams
- Strong bias for ‘working backwards’ from internal and external customers. Favors iterative hypothesis/test/analyze/ improve approaches.
- Proven track record of taking ownership and driving results. Self-starter
- Demonstrates strong business acumen and high judgment. Pragmatic
PREFERRED QUALIFICATIONS
- 15+ years of relevant work experience
- 5+ years of experience in an incubation sales/BD or related roles, with demonstrated results
- Experience in global or world-wide roles, including international experience