Manager, Industry Cluster 1, Automotive
DESCRIPTION
About Amazon Web Services Since 2006, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud. AWS has been continually expanding its services to support virtually any workload, and it now has more than 240 fully featured services for compute, storage, databases, networking, analytics, machine learning and artificial intelligence (AI), Internet of Things (IoT), mobile, security, hybrid, media, and application development, deployment, and management from 105 Availability Zones within 33 geographic regions, with announced plans for 18 more Availability Zones and 6 more AWS Regions in Malaysia, Mexico, New Zealand, the Kingdom of Saudi Arabia, Thailand. Millions of customers—including the fastest-growing startups, largest enterprises, and leading government agencies—trust AWS to power their infrastructure, become more agile, and lower costs. To learn more about AWS, visit aws.amazon.com.
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.
Amazon Web Services came to China in 2013, and has been relentlessly investing and expanding our infrastructure and business since then. Amazon Web Services launched its China (Beijing) Region (operated by Sinnet) in September 2016 and its China (Ningxia) Region (operated by NWCD) in December 2017. In 2019, Amazon Web Services added a new region in Hong Kong, making China the only country with three Amazon Web Services regions aside from the U.S. In 2022, Amazon Web Services launched Local Zone in Taipei. Amazon Web Services has also established an AI lab in Shanghai and two IoT labs in Shenzhen and Taipei. The Amazon Web Services Partner Network has thousands of Partners in China. Amazon Web Services has supported over 10,000 local startups and has provided cloud skills training to over 700,000 talents. Amazon’s first two utility-scale renewable projects—a solar farm and a wind farm—are also generating clean energy to the country’s grid.
Key job responsibilities
• Manages a team of sales persons taking care of top accounts of Domestic Automotive OEMs.
• Drives team development through structured coaching, performance reviews, and capability building programs to enhance sales effectiveness and account penetration,ensuring balanced territory coverage and optimal resource allocation
• Implements data-driven pipeline management and forecasting processes to ensure predictable revenue streams, while identifying and removing barriers to deal closure"
•Leads a team of BDs and collaborate with a broad functional teams to manage accounts of significant size, depth, and complexity specifically focused on the automotive industry.
• Continues to hire and build out a high performance enterprise BD team with deep automotive industry expertise. Ensures clarity in assignment of territories / customer account, set goals and quota, pipeline development etc..
• Builds a team culture focused on long-term strategic relationships with key accounts, ensuring AWS’s customer obsession culture remains at the forefront of team’s focus.
• Aligns multiple stakeholders and lines of business in and across automotive accounts that required complex decision-making process, including multiple company executives across both the customer and AWS. Role requires influencing and orchestrating BD activities and teams across multiple geographies.
• Deeply understands the opportunities within the automotive customers and their business needs and finds new ways to articulate these as commercial constructs. Represents customer needs and helps define product requirements to improve adoption and overall customer satisfaction.
• Negotiates critical relationships and agreements with automotive customers, suppliers or other external partners at the higher levels. May acts as the escalation point for non-standard agreement terms, including need to employ higher level management to help close agreement.
• Operates with significant autonomy and discretion, taking actions to resolve problems on behalf of their team and/or issues that are impeding the business. Regularly provides learning and expertise that influences broader automotive industry cloud adoption.
• Interacts with senior management or executive levels to gain support for items that require escalation while writing convincing and professional documents that require limited direction on matters of importance to company or customers, reviews and provides feedback and coaching to members of the team for the same.
• Builds credibility with, earns the trust of, and influences C-level client contacts and internal stakeholders.
• Influential with executive-level leadership. May be required to speak externally or otherwise evangelize AWS platform, services and customers across the automotive industry more broadly.
About the team
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.
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BASIC QUALIFICATIONS
- Bachelor's degree or equivalent
- Experience using data and trends to articulate business needs or equivalent
- Experience working with a matrixed team of stakeholders to achieve a common goal or equivalent
PREFERRED QUALIFICATIONS
- 10+ years of sales management experience
- Experience managing time efficiently, meeting personal goals, and working effectively with internal, partner, and customer teams
- Rich industrial knowledge of automotive sector, including deep understanding of OEM landscape, supplier ecosystem, and emerging industry trends
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.