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Senior Customer Practice Manager

2 months ago

Cupertino, California, United States Amazon Full time

Job Summary

We are seeking a highly skilled and experienced Senior Customer Practice Manager to join our Amazon Professional Services team. As a trusted advisor to our customers, you will 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.

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 that include multiple engagement services, identify and develop specific opportunities, and related business cases.
    • Deal shaping, including estimations and deal pricing, contract negotiations, and closing.
    • Enable cloud transformation by developing long-term Cloud Strategy with customers, managing issues and risks.
    • Support the commercial relationship by planning and implementing a project portfolio, including budget and deliverables responsibilities.
    • Execute contracts as a 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 by working 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.

Requirements

  • 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.