The Global Account Manager (GAM) is responsible for partnering with the customer to build strategic relationships, articulate a clear vision and generate business value. The GAM is responsible for selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and service implementation. The GAM 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 sales and technical resources. Developing formal case studies and other forms of references highlighting activity and workloads running on AWS is core to the role. The GAM will report to the global account lead and will own different strategic customer streams and entire pans of the business.
Key job responsibilities
• Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer.
• Working closely with internal AWS teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution for customers.
• Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.
• They should have a strong leadership presence and be able to command a room in a meeting. They should be seen as an authority in communicating. They must be comfortable writing executive briefing documents.
• Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement.
• Managing the sales pipeline via Salesforce and facilitating all stages of a sale.
• Participates and leads in the negotiation and closing of legal agreements.
• Maintains an operating knowledge of AWS’s service catalog and is able to relate them to solving customers’ business problems.
• Helps define product requirements by understanding and evangelizing the needs of customers.
• Working with marketing and communications to develop formal references, PR and case studies.
We are open to hiring candidates to work out of one of the following locations:
Arlington, VA, USA | Boston, MA, USA | Nashville, TN, USA | New York, NY, USA
BASIC QUALIFICATIONS
• 7+ years of experience in technology Sales working with a large industrial organizations or ISV as the Global Account and Relationship Manager working with multiple business units and across different geographies
• 7+ years of enterprise software selling experience in large global accounts. Other experiences to include: experience in large complex deal negotiations with a successful track record; ability to navigate internally and at the customer in a trusted advisor/consultative approach.
• A BA or BS degree in computer science, engineering, business, marketing, or a related field (MBA preferred)
PREFERRED QUALIFICATIONS
• A strong understanding of AWS and/or technology as a service (Iaas,SaaS,PaaS) would be preferred.
• Experience as the primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy is a plus.
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.
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.