What are the responsibilities and job description for the Global Account Leader, MFG - Sales position at Amazon?
DESCRIPTION
AWS is seeking a world class sales professional to manage our global customer relationship with one of the largest global manufacturers in the world. You will define and execute a CXO relationship strategy within the account, including engaging with the AWS senior leadership team for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction.
The Global Account Leader ("GAL") is responsible for partnering with the customer to build strategic relationships, articulating a clear vision, and delivering business value. The successful GAL will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across Line of Business (LoB), Research & Development, Enterprise Supply Chain and Digital/IT. The GAL will work with all appropriate AWS resources (Executives, Solution Architects, Customer Solutions Managers, Specialists, Business Development, Marketing, Partners, Support, Service Teams and Professional Services) to deliver customer outcomes. This includes dotted line responsibility for downstream sales and technical resources. The GAL will leverage existing programs and mechanisms, innovate and scale new mechanisms, and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS.
Key job responsibilities
- Leading and directing the AWS customer account team.
- Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer, across LoB and functional areas (R&D, Operations, Digital/IT).
- Working closely with internal AWS teams (executives, solution architects, 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.
- Displaying strong leadership presence and be able to command 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.
- Managing a global sales pipeline via Salesforce and facilitating all stages of a sale.
- Participating and leading in the negotiation and closing of legal agreements, such as Enterprise Agreements (EAs), and contracts, such as Private Pricing Addendums (PPAs).
- Maintaining knowledge of AWS’s broad solution and service offerings, corresponding o solving customers’ business problems.
- Defining product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFR’s or the service teams.
- Working with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS.
About the team
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
We are open to hiring candidates to work out of one of the following locations:
Minneapolis, MN, USA
BASIC QUALIFICATIONS
- A bachelor's degree in business or technology or equivalent work experience
- 15 years of experience in technology sales in the Industrial Manufacturing industry, leading account teams as the Global Account and Relationship Manager, and working with multiple business units and across different geographies.
- 15 of experience in large complex deal negotiations with a successful track record, and ability to navigate across customer in a trusted advisor/consultative approach.
PREFERRED QUALIFICATIONS
- A strong understanding of AWS and/or technology as a service (Iaas,SaaS,PaaS) would be preferred.
- Experience as the primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy is a plus.
- A BA or BS degree in computer science, engineering, business, marketing, or a related field (MBA preferred)
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.
