Our mission: To be Earth's most customer-centric company.
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 focus on increasing awareness and adoption of Amazon Web Services by engaging with the National Space and Aeronautics Administration (NASA) Jet Propulsion Lab (JPL) directly, along with an eco-system of solutions providers 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 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 JPL. 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. Work as a team with the JPL sales manager and account team to help define customer-focused account strategies. 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 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 while being a 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 within the agency.
• 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
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.
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.
8+ years of enterprise sales and/or program/product management experience with a focus on Federal Government Customers.
5+ years of direct field experience in working with enterprise accounts
3-5 years of experience selling enterprise software, hardware, networking infrastructure, managed hosting services or cloud computing services.
BA/BS degree or relevant professional experience required
Solid Technical background in software applications, data center operations, big data analytic tools, web app development, etc.
Track record for exceeding quota
Direct experience selling to NASA or JPL is preferred
Strong verbal and written communications skills
Extensive customer network
BA/BS degree or equivalent work experience
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.