Strategic Pursuits Sales Leader, Enterprise TransformationJob ID: 2811916 | Amazon Web Services Australia Pty LtdWe are seeking a Strategic Pursuits sales leader to join the Enterprise Transformation team within AWS Partner Organization. The Enterprise Transformation team focuses on engaging in strategic pursuits with AWS partners, using innovative and disruptive business models to create multi-year deals that drive substantial value for our customers, partners, and AWS. In this role, you will own and lead strategic deal pursuits (typically $500M+ total contract value), from qualification through contract execution, working with C-level customer and partner executives. You will work backwards from customer and/or partner board/C-Level objectives to create and execute an innovative sales strategy that drives a win/win business proposition and creates long-term value for AWS, its customers, and its partners. You will own and run at least two strategic pursuits at any given time, influence and earn trust with senior executives, lead negotiations of commercial and contractual terms, and effect a seamless transition to delivery teams. This is an individual contributor role, supported functionally by dedicated pursuit pods consisting of a commercial solutioning lead, a technical solution architect, and a project manager.Position can sit anywhere there is an AWS office in Australia, such as in Sydney and Melbourne, and other locations. Position may require the ability to travel 25% to 40% of the time, as needed.Key Job ResponsibilitiesSell and deliver global multi-tower customer transformations to Fortune 1000 customers.Build and rapidly expand the AWS global relationship engaging with, and selling through, some of the top SIs in the world.Drive revenue growth and cloud adoption to exceed program revenue and pipeline targets.Execute go-to-market models through partners that cover areas such as migrations, procurement, workforce transformation, and asset dispensation.Interface with internal leadership and external customers at the executive CxO level.Closely collaborate with executive stakeholders across the organization, including Field Sales, Business Development, Product, Finance, Marketing, Training, Operations, and Legal.BASIC QUALIFICATIONS15+ years of experience in large deal/Strategic pursuit sales, selling on IT Outsourcing, and Transformation (Business and Tech).Demonstrated experience and successful track record in effectively engaging and selling large scale IT Outsourcing and transformation to board and C-level stakeholders with Enterprise customers and/or partners.Experience using cloud transformation as a value driver for large pursuits.Broad and deep understanding of Global Systems integrators and large outsourcers, their business models and underpinning business drivers.Highly effective executive level communicator and comfortable working in a high visibility, dynamic and fast-paced business environment.PREFERRED QUALIFICATIONSAn evangelist of the cloud era with deep experience in an industry or technology domain.An influencer who has strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.Experience building business cases for multi-million dollar investments at the CEO level.Familiarity with selling/managing large multi-hundred million dollar deals, ideally to the Public Cloud.Understanding of digital transformation drivers and the technology ecosystem that supports them.Fast learner who can rapidly come up to speed with AWS value tenets, offerings, commercial and contractual vehicles.Demonstrates superpowers on the following Amazon leadership principles: Think Big, Ownership, Earns Trust, Dive Deep, Have Backbone/Disagree and Commit, and Deliver Results.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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