Sr. Customer Practice Manager for Financial Services / Professional Services, Professional Services

Sr. Customer Practice Manager for Financial Services / Professional Services, 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.

The experience expected from applicants, as well as additional skills and qualifications needed for this job are listed below.

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.

• 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 - ability to 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.
• Envision and inspire customers.
• Identify & develop specific opportunities and related business cases.
• Deal shaping, including estimations and deal pricing.
• Contract negotiations & closing.
• Enable transformation - develop long term Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks.
• Support the commercial relationship - plan and implement a project portfolio, including budget & deliverables responsibilities.
• Execute contracts as single person 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.
• Overseeing delivery of projects in account, ensuring high quality delivery.

BASIC QUALIFICATIONS

• Bachelor’s degree, or 5 years of relevant work experience, in Computer Science, Engineering, Mathematics or a related field.
• 15+ years of IT consulting / management experience, with demonstrated IT Transformation experience in customer-facing roles.
• 10+ years design / implementation / consulting experience with distributed applications.
• 10+ years of experience in technology / software sales, pre-sales, or technical consulting in customer-facing roles.
• A proven track record of managing and delivering large-scale enterprise IT projects.
• Experience with software development life cycle (SDLC) and agile / iterative methodologies required, commensurate modern certifications AWS, Agile, Scrum, SAFe, etc.
• Good experience with Continuous Integration and Continuous Delivery (CI / CD).
• Demonstrated ability to work creatively and analytically in meeting customer needs.
• Ability to communicate fluently in English and Portuguese, in technical and business settings (verbal and written).

PREFERRED QUALIFICATIONS

• Understanding of infrastructure-as-a-service (IaaS) computing transition challenges.
• Demonstrated ability to think strategically about business, product, and technical challenges.
• Outstanding customer relationship management experience and collaboration skills.
• Vertical industry sales and delivery experience of services and solutions.
• Experience with design of modern, scalable delivery models for technology consulting services.
• Business development experience including complex agreements w / integrators and ISVs.
• International consulting or professional services sales and delivery experience with global F500 enterprise customers and partners.
• Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets.
• Enterprise IT management frameworks (e.g. COBIT, ITIL).
• Broad Enterprise systems experience including SAP, Oracle, and custom applications.
• Designing, building, and operating global IT processes and infrastructures.
• Familiarity with compliance & security standards across the enterprise IT landscape.
• Excellent written and verbal communication skills, including group leadership and executive presentations.

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