Amazon Web Services is seeking a self-starter to lead and own revenue generation in the Federal Civilian Cloud Computing business. AWS is looking for a team player with a focus on increasing awareness and adoption of Amazon Web Services by engaging with the Department of Energy (DOE) Labs and elements directly, along AWS Partners who are reinventing their IT strategy by adopting and delivering cloud computing solutions.
As an Account Manager within Amazon Web Services (AWS) you will have the compelling opportunity to help drive the growth and shape the future of emerging technologies. Teaming with the customer’s leadership, IT division and Lines of Business to build strategic relationships by delivering customer value with the right-fit solutions is an expectation. Your broad responsibilities will include developing and managing a growing DOE customer base. You will drive business and technical relationships with urgency, helping to define, identify, and pursue key cloud 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. Working effectively in collaboration with the DOE sales manager and account team to help define customer-focused account strategies is critical.
You will define a CXO relationship strategy 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, self-starter who is prepared to own, define, develop and execute a business plan 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.
• Understand the CXO and missions’ business 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
A day in the life
Everyday is different and can dynamically change quickly due to the customer focused and obsessed principles we live by. This role reports into a larger organization, rolling up to a World Wide Public Service line of business. The DOE customers we are supporting are solving incredibly challenging and complex problems to improve our national security, quality of life today and with our future in mind.
About the team
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.
Work/Life Balance
Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
We are open to hiring candidates to work out of one of the following locations:
Denver, CO, USA | San Francisco, CA, USA | Seattle, WA, USA
BASIC QUALIFICATIONS
– 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
– 10+ years of business development, partner development, sales or alliances management experience
– • BA/BS degree or equivalent experience
– • Direct field experience in working with enterprise level leaders and accounts
PREFERRED QUALIFICATIONS
– • Solid Technical background in software applications, data center operations, big data analytic tools, web app development, operational excellence, etc.
– • Track record for exceeding quota
– • Direct experience selling to DOE
– • Strong verbal and written communications skills
– • Extensive customer network
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $114,300/year in our lowest geographic market up to $212,600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. Applicants should apply via our internal or external career site.