Sr. Account Mgr. , Federal Civilian Sciences

Would you like to own driving the revenue for a leader in the Cloud Computing business with Federal customers? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services by engaging with key Federal systems integrators and solutions providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions?

Do you have the business savvy, government sales experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider?

As a Senior Account Manager within AWS you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology.

Your broad responsibilities will include developing and managing a growing customer base across the Department of Energy (DOE), Tennessee Valley Authority (TVA), and National Science Foundation (NSF) leveraging AWS.

You will drive business and technical relationships with urgency, helping to define, identify, and pursue key related opportunities.

This includes determining the most effective go-to-market strategies, and collaborating with the Technical, Sales, Legal, Marketing, Product, Contracts and Executive leadership along the way.

Teaming with the customer’s IT and Lines of Business organizations to build strategic relationships across the account, articulating a clear vision and value, and generating enthusiasm, while impacting all business groups.

You will define CXO and key stakeholder relationship strategies within the account, including engaging with AWS senior leadership team for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction.

The ideal candidate will be team oriented while being a self-starter who is prepared to own, define, develop and execute an account strategy and consistently deliver on revenue targets while thinking strategically about long term customer outcomes.

Key job responsibilities

• Partner with the customer to ensure they are successful using our cloud services at all levels within the agency.
• Understand the CXO and missions' goals and technical requirements and work closely with the internal teams to guide the direction of our product offerings.
• Accelerate customer adoption and ensure customer satisfaction.
• Set a strategic sales plan aligned with the broader direction of AWS.
• Develop and execute against account plan, and meet and exceed your targets
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Identify specific prospects / partners / channels to approach while communicating the specific value proposition for their business and use case.
• Serve as a key member of the AWS Public Sector team in helping to drive overall AWS adoption.
• Understand the technical considerations and certifications specific to the public sector.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Prepare and deliver quarterly and annual territory reviews to the senior management team to align with revenue growth expectations.
• Manage complex contract negotiations and liaison with the contracts and legal group.
• Moderate travel required when appropriate

About the team

Inclusive Team Culture

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally.

We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences.

Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

BASIC QUALIFICATIONS

• 10+ years of enterprise sales and / or program / product management experience with a focus on Federal Government Customers.
• 5+ years of experience selling enterprise software, hardware, networking infrastructure, managed hosting services or cloud computing services.
• BA / BS degree or equivalent experience
• Direct field experience in working with enterprise accounts
• 2+ years of experience in the Power and Utilities industry

PREFERRED QUALIFICATIONS

• Solid Technical background in software applications, data center operations, big data analytic tools, web app development, etc.
• Demonstrated experience working in a highly matrixed and collaborative organization
• Track record for exceeding quota
• Strong verbal and written communications skills
• Extensive customer network
30+ days ago