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Description

Location: Beijing/Shanghai/ShenZhen

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

AWS Professional Services (ProServe) engages in a wide variety of technical and non-technical projects for customers and partners, accelerating achievement of their stated business outcomes. Obsessing over customer's success, our team collaborates across the entire AWS organization to bring the right expertise and the right solution to achieve business outcomes. In addition, we bring customer insights back to the service/engineering teams to enable future innovation on the AWS platform.

As Senior Manager, Sales and Delivery Acceleration for ProServe, you will design professional services sales methodologies and approaches, sales enablement programs to engage, grow and expand our customers' cloud journey as well as develop or enhance new or existing approaches to contract management, sales processes, delivery method and quality, and overall customer experience. You will work with our Partner team to develop Partners to further scale out capacity and capacities. You will also guide our teams in thinking big on behalf of AWS customers via our Deal Review mechanisms, helping teams in deal shaping, deal strategy, deal pricing, deal risk and opportunity management.

The successful candidate will have a demonstrated track record of:

· Knowing Your Customers—Understand their priorities, what they are saying, and more importantly, what they aren’t. Deliver and drive value for them.

· Innovation—Appreciate what exists, identify why it works. Then rebuild it or build something totally different that derives even MORE value. Invent and simplify.

· Judgment—Take different perspectives and business needs, develop a solution that works, move the ball forward. Be able to support your opinions with sound reasoning grounded in business needs·

· Program Management—Build plans with clear objectives, milestones, stakeholders, and metrics.

· Prioritization—There will be a constant flow of work, both tactical and strategic. Determine what gets done first and why, while managing a plan for what to do with everything else.

· Consulting—Utilize past experience, deep knowledge of processes and policies, and knowing what’s going on across our organization to create the right solutions.

· Communication—Share your ideas, listen to others, follow-up, and follow-up again.

· Dealing with Ambiguity— Sometimes it is not clear how we are going to get there. Can you help carve a path? How fast can you do it? What are the tradeoffs? Take risks and be willing to try new things, fail fast and iterate.

· Doing a Lot with a Little—Do you have the design and development skills to create impactful and professional programs without outside help?

Key job responsibilities

· Define the needs of the business in partnership with sales and partner stakeholders, business leaders, and Professional Services leaders.

· Evaluate current programs for effectiveness and relevancy and develop a roadmap for iteration, deprecation and/or creation of future programs.

· Assist teams in the shaping and execution of sales strategy and sales opportunities through direct support and via mechanisms like the Deal Desk to expand capacity, improve quality, and accelerate velocity

· Assist teams in the delivery excellence by adoption agile delivery methodology, and scale through our partner networks

· Raise the bar on our sales experiences by measuring the impact and seeking customer feedback to determine areas for improvement

· Partnering with global teams to collect sales IP (proposals, margin analyses, SOWs) and experiences with a global mindset

· Influencing key stakeholders to continually invest in selling capacity, performance and expertise

· Strengthen sales execution and improve sales effectiveness to enable non-linear sales growth. In this context, implement initiatives and design mechanisms to drive sales cadence, streamline customer pursuits, and develop sales operation models.

· Enhance the pipeline analytics across seller segments, for ProServe to provide better coverage and ultimately solutions for our customers and partners.

· Seller enablement through content and tools such as First call deck, Proposal template.

A day in the life

AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. 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; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

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About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

We are open to hiring candidates to work out of one of the following locations:

Beijing, 11, CHN | Shanghai, CHN | Shenzhen, 44, CHN

Basic Qualifications

• Bachelor's degree in Engineering, Business or related field

• 10+ years experience in sales execution, strategy, management and mechanisms (forecasting, pipeline management etc.) preferably in Consulting or Professional Services

• Knowledge of Cloud Computing and program management experience leading cross-functional projects and initiatives

• Experience measuring/reporting business impact of leadership development programs

• Excellent communication skills in Chinese and English to convey complex information

Preferred Qualifications

• 5+ years’ Leadership Development experience at Amazon or other high growth business environment with the practical application of complete sales cycle development from prospecting and pipeline management to proposal and solution design to contract (SOW) design and closure

• Demonstrated ability to influence others and execute in a customer-centric manner

• Detail-oriented, team-focused, and a quick problem-solver