Global Account Manager, Global Strategic Partners (GSP) Sales

at Amazon in Chicago, Illinois, United States

Job Description

Description

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.

AWS Global Strategic Partners (GSP) Sales is seeking a world class sales professional to manage one or more global strategic partner customer relationships for our largest and most strategic professional services and solutions providers.

The Global Account Manager is responsible for partnering with the customer to build strategic relationships, deeply understand customer objectives, and generate business value. The GAM is responsible for selling at the most strategic level within the account and implementing a broad strategy for driving the customer’s AWS cloud journey for both internal consumption and customer solutions. The GAM will work across all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests. This includes dotted line responsibility for downstream sales and technical resources. This is a quota-based role and it requires excellent sales acumen and skill to develop and execute a multi-faceted plan to achieve revenue targets.

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Key job responsibilities

Key job responsibilities:

- Serving as the overall strategy and operations sales leader for a portfolio of business.

- Leading direct sales account team comprised of account managers, solution architects, and customer solution managers).

- Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs.

- Aligning and influencing internal AWS teams (executives, specialist sellers, business development, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution for customers.

- Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.

- Exhibiting a strong leadership presence and commanding a room in a meeting. They should be seen as an authority in communicating via email, phone, and face to face. They must be comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.

- Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical.

- Originating, developing, and closing deals. Managing one’s own deals as well as overseeing all account opportunities via Salesforce.

- Leading the negotiation and closing of legal agreements, such as Enterprise Agreements and Private Pricing Agreements.

- Maintaining an operating knowledge of AWS’s services and relating those to achieving business outcomes.

- Helping define product requirements by understanding and evangelizing the needs of customers. Providing via PFRs or the service teams.

A day in the life

The GAM partners with the most strategic system integrator customers driving a joint disruptive strategy. They develop and execute account plans that not only align to, but drive the customer’s cloud strategy. The GAM is a sophisticated thought leader with a deep understanding of the cloud space and professional services landscape. They translate key technologies to drive business disruption as a builder/seller.

About the team

GSP Sales enables our GSP Customers to reinvent themselves to accelerate new revenue streams and disrupt/transform the industries they serve.

The GSP Sales team provides direct and Get To Market sales for the most strategic global systems integrator customers. GSP Sales provides a full range of sales motions and corresponding revenue, helps their customers transform and modernize their legacy IT environments to run on the AWS platform, and enables customers to leverage their IP and experience to build platforms/solutions that are sold to their end customers. We partner with AWS Partner Managers and Field Sales teams to support sales opportunities that take advantage of these solutions, and identify new revenue streams.

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.

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.

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.

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 and 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.

Basic Qualifications

- 7+ years of technology related sales, business development or equivalent experience

- Bachelor’s degree or equivalent

- Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent

Preferred Qualifications

- Experience selling cloud solutions at a software company or equivalent

- Experience with AWS and technology as a service (IaaS, SaaS, PaaS)

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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.