Global Account Manager, Global Strategic Partners
2 weeks ago
The Global Account Manager is responsible for partnering with the customer to build strategic relationships, deeply understand customer objectives, and generate business value. The GAM is responsible for selling at the most strategic level within the account and implementing a broad strategy for driving the customer's AWS cloud journey for both internal consumption and customer solutions. The GAM will work across all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests. This includes dotted line responsibility for downstream sales and technical resources. This is a quota-based role and it requires excellent sales acumen and skill to develop and execute a multi-faceted plan to achieve revenue targets.
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Key job responsibilities
Key job responsibilities:
- Serving as the overall strategy and operations sales leader for a portfolio of business.
- Leading direct sales account team comprised of account managers, solution architects, and customer solution managers).
- Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs.
- Aligning and influencing internal AWS teams (executives, specialist sellers, 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.
- Exhibiting a strong leadership presence and commanding 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.
- Originating, developing, and closing deals. Managing one’s own deals as well as overseeing all account opportunities via Salesforce.
- Leading the negotiation and closing of legal agreements, such as Enterprise Agreements and Private Pricing Agreements.
- Maintaining an operating knowledge of AWS’s services and relating those to achieving business outcomes.
- Helping define product requirements by understanding and evangelizing the needs of customers. Providing via PFRs or the service teams.
A day in the life
The GAM partners with the most strategic system integrator customers driving a joint disruptive strategy. They develop and execute account plans that not only align to, but drive the customer's cloud strategy. The GAM is a sophisticated thought leader with a deep understanding of the cloud space and professional services landscape. They translate key technologies to drive business disruption as a builder/seller.
About the team
GSP Sales enables our GSP Customers to reinvent themselves to accelerate new revenue streams and disrupt/transform the industries they serve.
The GSP Sales team provides direct and Get To Market sales for the most strategic global systems integrator customers. GSP Sales provides a full range of sales motions and corresponding revenue, helps their customers transform and modernize their legacy IT environments to run on the AWS platform, and enables customers to leverage their IP and experience to build platforms/solutions that are sold to their end customers. We partner with AWS Partner Managers and Field Sales teams to support sales opportunities that take advantage of these solutions, and identify new revenue streams.
We are open to hiring candidates to work out of one of the following locations:
Arlington, VA, USA | Atlanta, GA, USA | Chicago, IL, USA | Dallas, TX, USA | Denver, CO, USA | Nashville, TN, USA | Seattle, WA, USA
BASIC QUALIFICATIONS
- Bachelor's degree in business or technology or equivalent work experience.- 12+ years’ experience working with Global Systems Integrators in progressive sales and account management roles.
- Demonstrated decision making, problem solving, and negotiating skills.
- Understanding of AWS and/or technology as a service (Iaas, SaaS, PaaS).
- Meets/exceeds Amazon’s functional/technical depth and complexity for this role.
PREFERRED QUALIFICATIONS
- Experience as the primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy is a plus.- MBA preferred.
- Experience in large complex deal negotiations with a successful track record; ability to navigate across AWS and the customer in a trusted advisor/consultative approach; and, establishing credibility quickly with senior level executives across the organizations.
- Excellent interpersonal, verbal and written communication, analytical and presentation skills are required
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