Sr. Account Manager, FedCiv Civic Services at Amazon Web Services, Inc.
Vienna, VA 22184
About the Job
AWS is one of Amazon’s fastest growing businesses, servicing millions of customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. Would you like to be part of a team focused in identifying and accelerating cloud adoption for large and complex opportunities? Do you have the business savvy, technical background, and sales skills necessary to help position Amazon as the information technology company to modernize complex mission applications?
As part of a broader civilian sales team, you will be responsible for working with existing account teams to accelerate growth by qualifying and pursuing strategic sales opportunities for enterprise applications and data-center migrations. You will also seek to identify new growth acceleration approaches, enabling sales teams to learn and deploy these approaches. You will engage with our segment sales, solutions architects, partner and professional services organizations to drive large and highly complex opportunities from concept to closure. These opportunities may include modernization of Financial, HR management, Case and Content Management, Loans, Grants, ERP and CRM applications. Your commitment will include identifying new growth acceleration approaches, supporting quota accountability, driving platform adoption, as well as creating public references.
The ideal candidate will have a growth leadership, business development, or consulting background, experience working with Federal Civilian customers at the CxO level, with a good understanding of legacy and emerging technologies in the Federal market. He/She should have demonstrated ability to think creatively, strategically, and analytically about business, products, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. Additionally, the candidate should have experience in selling large-scale data management, data science, and data analytics solutions.
Key job responsibilities
• Define and execute on a strategic market growth acceleration plan and ensure it's in line with the AWS strategic direction, in partnership with key internal stakeholders (e.g. sales teams, service teams, marketing, partner team, legal, support, etc.).
• Become expert in AWS growth approaches, help identify and define new growth acceleration approaches, and help sales teams adopt these approaches into their planning and actions.
• Define and size segments, identify and engage key customers, and identify and engage key partners including ISVs and system integrators.
• Support business development pipeline by engaging with key prospects and partners.
• Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for the healthcare industry.
• Understand the use of Salesforce.com and other internal Amazon systems.
• Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry.
• Handle a high volume of engagements and interactions in the fast pace of the cloud computing market.
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.
- 5+ years’ experience working directly with large enterprise accounts
- 2+ years of experience selling complex database, data center and cloud technologies.
- Experience selling enterprise scale IT solutions
- 5+ years’ experience selling to the Federal Government
- Experience in working with Public Sector accounts
- Solid organizational, presentation, and writing skills.
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.
As part of a broader civilian sales team, you will be responsible for working with existing account teams to accelerate growth by qualifying and pursuing strategic sales opportunities for enterprise applications and data-center migrations. You will also seek to identify new growth acceleration approaches, enabling sales teams to learn and deploy these approaches. You will engage with our segment sales, solutions architects, partner and professional services organizations to drive large and highly complex opportunities from concept to closure. These opportunities may include modernization of Financial, HR management, Case and Content Management, Loans, Grants, ERP and CRM applications. Your commitment will include identifying new growth acceleration approaches, supporting quota accountability, driving platform adoption, as well as creating public references.
The ideal candidate will have a growth leadership, business development, or consulting background, experience working with Federal Civilian customers at the CxO level, with a good understanding of legacy and emerging technologies in the Federal market. He/She should have demonstrated ability to think creatively, strategically, and analytically about business, products, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. Additionally, the candidate should have experience in selling large-scale data management, data science, and data analytics solutions.
Key job responsibilities
• Define and execute on a strategic market growth acceleration plan and ensure it's in line with the AWS strategic direction, in partnership with key internal stakeholders (e.g. sales teams, service teams, marketing, partner team, legal, support, etc.).
• Become expert in AWS growth approaches, help identify and define new growth acceleration approaches, and help sales teams adopt these approaches into their planning and actions.
• Define and size segments, identify and engage key customers, and identify and engage key partners including ISVs and system integrators.
• Support business development pipeline by engaging with key prospects and partners.
• Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for the healthcare industry.
• Understand the use of Salesforce.com and other internal Amazon systems.
• Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry.
• Handle a high volume of engagements and interactions in the fast pace of the cloud computing market.
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.
BASIC QUALIFICATIONS
- 7+ years of enterprise sales or business development experience with quota accountability and a track record of meeting or exceeding sales targets year over year.- 5+ years’ experience working directly with large enterprise accounts
- 2+ years of experience selling complex database, data center and cloud technologies.
- Experience selling enterprise scale IT solutions
- 5+ years’ experience selling to the Federal Government
PREFERRED QUALIFICATIONS
- Bachelor’s degree in computer science, engineering, or related technical degree.- Experience in working with Public Sector accounts
- Solid organizational, presentation, and writing skills.
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.
