Global Account Manager

DESCRIPTION

Job summary
AWS is seeking a world class professional to develop our global customer relationship with a strategic $10 Bil holding company. The focus is on two divisions which focus on curating vast amounts of data and applying AI/ML to provide insights to advance the rule of law and identity solutions in insurance, financial services, government, and healthcare.

Primary locations in NYC, CO, CA, GA domestically and UK, Paris and Amsterdam. Travel required.

This role is part of the Strategic Account Segment.

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 collaboration. 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.

The Global Account Manager will be responsible creation, identification of new workloads in a highly competitive landscape. You will own and expand CXO relationships within the account, including engaging with AWS senior leadership team for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction. We are looking for a team member that can provide high level of maturity and innovation. Strong in process, strategy, planning and execution. Opportunity to leverage WW resources, investments and Cross Amazon programs.

Key job responsibilities
Responsibilities
The Global Account Manager is responsible for expanding beyond the customer’s IT Organization to build strategic relationships across the account, articulating a clear vision and generating enthusiasm, while impacting all business groups. The rep is responsible for selling at the most strategic level within the account and implementing a broad for earning customer acceptance and service implementation. The rep will work with 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 and technical resources that may be geographically distributed.

Development of formal case studies and other forms of references highlighting activity and workloads running on AWS is core to the role.

Develop and execute a three year strategy.

Key job responsibilities
Manages accounts of significant size, depth, and complexity. Generally responsible for a select number of key accounts that generate a significant amount of revenue. Customers are typically complex in organizational structure and may operate across multiple geographies. Sales efforts will involve aligning multiple stakeholders and lines of business in an account and require complex decision making process that includes multiple executives across both the customer and AWS. May require influencing and orchestrating sales activities and teams across multiple geographies.
• Participates and leads with a high degree of proficiency in the negotiation of legal
agreements and contract terms. Negotiates critical relationships and agreements with customers, suppliers or other external partners at the higher levels. General mastery of processes and procedures, understanding of complex scenarios is sought after by others in the business.
• Works on significant and unique issues where current best practices may not exist in the market. Develops and implements saleable solutions for highly complex problems.
• Operates with significant autonomy and discretion. High degree of decision making is required in routine customer engagement, business judgment is critical and problem solving is exacerbated by multiple business problems that have to be solved.
• Interacts with senior management or executive levels to gain support for items that require escalation, writes convincing and professional documents that require limited direction on matters of importance to the company or customers.
• Deeply understands the opportunities their customers and their business needs. Helps define product requirements by acquiring and evangelizing needs of customers. Requirements likely extend beyond singular customer needs and approach market-level opportunities. Key member in helping to define future state of business and orders of importance.

A day in the life
May informally lead individuals who have a common goal or account and responsible for influencing team direction.
• Demonstrates the ability to help attract senior talent from inside and outside of the company.
• Facilitates understanding of broader organizational tenets and strategic goals for organization or team.
• Recognizes trends for larger scale development needs in and across teams and builds plans to develop skills.
• Audits country/segment goals to ensure alignment against organizational goals; Shares best practices for talent development across organization.
• Exemplifies a high performance standards for department. Implements structured measurement processes to communicate throughout the org.
• Plans and advocates for resources and executes their successful implementation.

About the team
Opportunity to move this account to a MMU. Looking for a person that can grow into that level of leader. Opportunity to scale and delegate. Part of team with other global account leaders, demand generation, technical leadership and specialists. Part of a new district within Strategic Accounts.

BASIC QUALIFICATIONS

A bachelor’s degree in business or technology or equivalent work experience.
The candidate must have 12+ years experience working with a large Global organization as lead unit and Relationship Manager. Excellent interpersonal, verbal and written communication, analytical and presentation skills are required. Candidate must possess demonstrated decision making, problem solving, and negotiating skills.

PREFERRED QUALIFICATIONS

Experience as the primary account manager for a global federated enterprise working with multiple business units and influencing governance and policy is a plus.
A BA or BS degree in computer science, engineering, business, marketing, or related field (MBA preferred) and a minimum of 12+ years of enterprise selling experience in large global accounts.
Other experiences to include: experience in large complex 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.
A strong understanding of AWS and/or technology as a service (Iaas, SaaS, PaaS) would be preferred but not required.

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.