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Senior Account Executive, US FED FINANCIALS

2 months ago

Great Falls VA United States Amazon Web Services, Inc. Full time
Would you like to own driving revenue and customer engagements for a leader in the Cloud Computing business? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with Financial Services organizations who are reinventing their IT strategy by adopting cloud computing? Do you have the business savvy, sales experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider? As an account executive within Amazon Web Services (AWS), focusing on the US Worldwide Public Sector Federal Financial Market, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's utility computing web services (Amazon Compute, Storage, Database, Machine Learning services, etc). Your broad responsibilities will include developing and managing a growing book of business for finance organizations. You will drive business and technical relationships and close business at a rapid rate by helping to define and identify key opportunities, markets, contract vehicles and solutions. You will establish deep business and technical relationships through your knowledge of the customer's mission and the environment. You will have day-to-day interactions with the CXO level customers in the top strategic customer accounts. You will help your customers use AWS services to enable business transformation across their organization, as well as the broader financial services industries that they regulate.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the executive level, as well as a technical background that enables them to easily interact with software developers and architects at a high level. He/she should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

Key job responsibilities
- Serve as a key member of the US WWPS Federal Financials Sales Team in helping to drive overall AWS market and technical strategy - contribute to strategies, program development, investments, channel development and other important efforts to make AWS the best fit for our customers' needs.
- Identify, engage WWPS Federal Financials accounts, using a solution selling approach.
- Maintain an accurate and robust pipeline and commit to a forecast of specific business opportunities within a time period.
- Perform the full range of sales activities from demand generation campaigns to pipeline management by engaging with customers, AWS internal resources (Professional Services, Solution architects, AWS service teams, etc.), and AWS partners.
- Understand and exploit the use of and other internal Amazon systems.
- Be a thought leader and an executive relationship builder.
- Set a strategic sales plan for your target markets and ensure it's in line with the AWS strategic direction.
- Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
- Work closely with the customer to ensure they are successful using our web services, making sure they have the technical resources required, and documenting wins in use cases and case studies.
- Understand the technical requirements of our customers and work closely with the internal development team to guide the direction of our product offerings for developers.
- Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
- Manage complex contract negotiations and liaison with the legal group, while handling a high volume of engagements and the fast pace of the cloud computing market.
- Leverage your knowledge of cloud computing, virtualization strategies and major vendors, hosting/data center and data storage technologies (structured and unstructured data) to assist customers in moving forward with winning web services strategies and solutions.

BASIC QUALIFICATIONS - 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- 10+ years of business development, partner development, sales or alliances management experience
PREFERRED QUALIFICATIONS - 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans

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