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Description
Would you like to own driving the revenue for a leader in cloud computing with Higher Education customers? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS). Do you have the business acumen, relationships, education sales experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider? Amazon Web Services is expanding in the U.S. Public Sector market, and this group within Amazon offers a creative, fast paced, entrepreneurial work environment where you’ll be at the center of Amazon innovation.
As an Account Manager within Amazon Web Services (AWS) you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies. More importantly, you'll help education customers transform their IT services and significantly improve the student experience. Your responsibilities will include developing and managing a growing customer base for our higher education accounts. You will deepen business and technical relationships and launch new customer services by helping to define, identify and pursue key opportunities. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts and Executive leadership.
You will establish deep business and technical relationships through your knowledge of the customer’s goals and environment. You will have day-to-day interactions with customers and our eco-system of partners (SI’s and ISV’s) that support these customers. The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about education priorities and technical challenges and to convey compelling technical solutions to them.
Key job responsibilities
Drive revenue and market share in a defined region of named accounts.
Establish executive relationships with customer line-of-business leaders
Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.
Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.
Understand the technical considerations, certifications, and procurement processes specific to the public sector.
Identify specific prospects/partners/channels to approach while communicating a relevant value proposition for you customer.
Work closely with customers to ensure that they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.
Understand the technical requirements of your customers and work closely with their IT development team(s) to guide the direction of our product offerings for developers.
Collaborate with AWS’s Legal team and others to manage complex contract negotiations.
Maintain an accurate and robust pipeline and forecast of business opportunities.
Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies that align with revenue growth expectations.
Accelerate customer adoption and ensure customer satisfaction.
Expect moderate travel
We are open to hiring candidates to work out of one of the following locations:
Denver, CO, USA | Phoenix, AZ, USA | Tempe, AZ, USA
Basic Qualifications
5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
Bachelor's degree or equivalent
Preferred Qualifications
Experience with sales CRM tools such as Salesforce or similar software
Experience driving new business in greenfield accounts at the C-suite level or equivalent
Demonstrated history of consistently exceeding sales quota
Experience selling to a variety of higher education institutions (4-year state and private universities, community colleges, technical colleges)
Technical background in software applications, networking, big data analytical tools, web application development, cybersecurity, etc.
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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $73,900/year in our lowest geographic market up to $177,800/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. This position will remain posted until filled. Applicants should apply via our internal or external career site.