Sales Practice Manager, Public Sector Professional Services The Amazon Web Services Professional Services team is looking for Practice Managers that can manage, develop and guide customers in their adoption of AWS Cloud solutions. The PM will have an engineering/architecture background and will build a working relationship with their sales counterparts and be assigned a subset of accounts within the geography. The PM will also have a team of direct reports that are multi-disciplined and located within the same geography.
The PM will develop a long term Professional Services territory strategy and execute plan within their accounts. The PM is a trusted adviser for our enterprise customers. The role includes all aspects of business development, people management, relationship development, delivery oversight and program management in their accounts.
Professional Services engages in a wide variety of projects for customers and partners, providing collective experience from across the AWS customer base and are obsessed about strong success for the Customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered and drive feature innovation based upon customer needs.
Key job responsibilities
- Lead business outcomes - ability to articulate accelerated customer outcomes through cloud transformation.
- Execution of long-term strategic customer transformation roadmaps, having a high Bias for Action to Deliver Results in ProServe and Platform bookings in the near term.
- Develop a unified account plan and pursuit plan that aligns with AWS account team (direct sales).
- Establish Executive relationships across Business & Technology groups, executive sponsorship of programs.
- Establish an internal network at AWS, most notably with internal organizations critical to success: Account Team (#OneTeam), Partner team, Global Services organization, Finance, Legal.
- Successful assumption of role of strategic advisor and expert with a deep knowledge of the cross-section of the customers' business and the cloud ecosystem.
- Deliver on annual bookings, revenue, and customer satisfaction targets with deal structure aligned with defined customer outcomes and AWS ProServe business objectives.
- Support scale through shared learnings and mechanisms across the ProServe team.
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.
- Bachelor's degree, or 10+ years of professional services experience
- Experience selling Consulting and Professional Services
- Senior level executive engagement and advisory experience
- Experience in selling cloud computing (Iaas, SaaS, PaaS) services, its benefits and the impact on enterprise transformation.
- Experience in selling to ANZ state and federal government
- Understands the value proposition of the public cloud and has delivered cloud engagements (IaaS, PaaS, SaaS)
- AWS Certifications, e.g. AWS Certified Solutions Architect or AWS Cloud Practitioner
- Ability to navigate across complex environments and the customer in a trusted advisor/consultative approach; and, establishing credibility quickly with senior level executives across the organizations.
- Experience in managing CxO level Customers
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
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, disability, age, or other legally protected attributes.
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