Sales Practice Manager, Public Sector Professional ServicesJob ID: 2801734 | Amazon Web Services Australia Pty LtdThe 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 responsibilitiesLead 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.BASIC QUALIFICATIONS- 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.PREFERRED QUALIFICATIONS- 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
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