Senior Specialist, IoT, Auto/Manufacturing

1 week ago

Charlotte, United States Amazon Web Services, Inc. Full time
Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, IoT background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization Automotive-MFG team as a Business Development Specialist

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which 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. We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture. As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Key job responsibilities
Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS’ IoT for Automotive and Manufacturing. We create sales plays, leverage partners, and build new initiatives that drive results for our customers. We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers’ goals. In emerging areas, we play a critical role as the “first in” teams to build markets for new services, domains, or solutions. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.

Roles Responsibilities
•Own the GTM strategy and execution for IoT in Automotive-MFG, collaborating with teams in the field including Sales, Partners, Marketing, and other Specialists.
•Leverage your deep expertise in IoT to understand the most important customer problems in your region and enable account aligned teams in the field to solve them.
•Lead cross-functional initiatives to expand markets/accounts, develop scalable programs to drive adoption, and identify new opportunities within your domain.
•Develop and execute goals to drive long term growth in your geography, while meeting/exceeding revenue and non-revenue driven KPI’s.
•Bring customer data and market signals back to Worldwide teams to ensure we are prioritizing the building of the right features and services for our customers.
•Delivering monthly/quarterly business reviews and operational planning documents for your respective tech domain and geography.
•Drive geographical scale through external partners; Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies.

About the team
The WWSO Automotive and Manufacturing team positions AWS as the best place to run IoT workloads. Our team helps customers modernize to the AWS cloud while providing a secure, reliable, and scalable infrastructure for customers to innovate and unlock new potential. As a Business Development Specialist on the WWSO A&M team, you will create scaled GTM motions for AWS IoT services to expand adoption of these services into new or existing customer portfolios. This position will help Global AWS customers adopt Amazon IoT Services in the AWS cloud.

We are open to hiring candidates to work out of one of the following locations:

Charlotte, NC, USA

BASIC QUALIFICATIONS

- 7+ years of relevant GTM, Sales, or Consulting experience
- 5+ years of IoT experience

PREFERRED QUALIFICATIONS

- Exceptional interpersonal and communication (both written and verbal) skills.
- Experience communicating with both technical and non-technical stakeholders across multiple teams, as well as internal and external executive stakeholders.
- Established track record of credibility as a technology advisor with customer executives (e.g. CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts.
- Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer.
- Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion.
- Deep understanding of cloud technologies, including public and hybrid cloud platforms;
- Technical background in engineering, computer science, or MIS a plus.
- Recognized industry expertise in IoT with proven public speaking and media prowess.

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