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Senior Customer Practice Manager

2 months ago

Cupertino, United States Amazon Full time

Senior Customer Practice Manager - Pre Sales, Professional Services The Amazon Web Services Professional Services team is looking for Customer Practice Managers (CPM) who can lead and/or support significant customer programs during the solution and pursuit stages, develop a long-term Professional Services strategy and execute that strategy with those customers. The CPM is a trusted advisor for our customers and the role includes all aspects of business development, deal structuring, deal support and closure in those accounts. AWS Professional Services engages in a wide variety of projects with customers and partners, providing collective experience from across the AWS customer base. We are obsessed about successful outcomes for the Customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered at the right time, and drive feature innovation based upon customer needs. Key Responsibilities Engage customers: collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers. Think big: assess customer marketplace circumstances, organizational readiness and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large programs which include multiple engagement services. Identify & develop specific opportunities and related business cases. Deal shaping, including estimations and deal pricing. Contract negotiations & closing. Enable cloud transformation - develop long term Cloud Strategy with customers, manage issues and risks. Support the commercial relationship - plan and implement a project portfolio, including budget & deliverables responsibilities. Execute contracts as single point of contact for Customer executives, developing deep and trustful relations. Educate customers on AWS services and translate those into a clear business value proposition. Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps. Oversee delivery of projects in account, ensuring high quality delivery. BASIC QUALIFICATIONS 7+ years of external or internal customer facing, complex and large scale project management experience. Business development experience including multiyear, multiple service offering proposals resulting in contracts with >$5M total contract value. Experience with CRM systems and maintaining a clear and dependable view of pursuits, progress, and pipeline conversion. Experience assessing customer C-Level willingness to initiate conversations that lead to broader strategic transformation programs. PREFERRED QUALIFICATIONS Vertical industry sales and delivery experience of cloud services and solutions. Experience managing and delivering large-scale enterprise IT projects. Evidence of growth in and achievement of professional services sales and delivery goals and targets. Senior level executive engagement, relationship management and advisory experience. 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. #J-18808-Ljbffr