Customer Practice Manager - Amazon

Description Sales, Marketing and Global Services (SMGS) AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services. Are you interested in working with global Media & Entertainment (GME) companies as they navigate through dynamic and disruptive business transformation? Does the prospect of empowering these organizations by aligning professional services to critical business and IT outcomes, defining and managing sales pursuits, shaping holistic partner strategies, and providing insight to accelerate their cloud journey excite you? AWS Professional Services is looking for Customer Practice Managers (CPM) who can lead multi-million-dollar pursuits with GME organizations. Our CPMs are responsible for helping customers develop a long-term AWS strategy. Together with customer teams and AWS partners, working closely with our Global Account Managers, the CPM oversees strategy execution in truly transformational, ground breaking projects. The CPM role is to act as a trusted advisor and AWS ambassador to senior stakeholders and enterprise teams within our largest customers to understand and help realize their critical business outcomes with AWS. AWS Professional Services engages in a wide variety of projects with customers and partners, providing collective experiences from across our customer base. We are obsessed about enabling successful outcomes for our customers. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered at the right time, and to drive feature innovation based on customer needs. Key job responsibilities - Engage customers - collaborate with AWS sales and partner teams to develop strong customer and partner relationships, build a growing business, and drive AWS adoption for a named set of customers. - Enable cloud transformation - develop long-term cloud strategy with customers, identify and develop specific opportunities, support business cases, and manage issues and risks. - Manage commercial relationships - identify and field prospects, conduct pre sales discovery, scope projects, drive proposal construction (including services estimations and pricing), conduct contract negotiations, and close contracts. - Lead great people - build a high performing sales pursuit team with superior technical depth and outstanding customer relationship skills. - Be an advocate - work with AWS engineering teams to convey customer and partner feedback as input to AWS technology roadmaps. 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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud. EEO/Accommodations AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. 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; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team. You may also reach them directly by visiting please https://www.amazon.jobs/en/disability/us. We are open to hiring candidates to work out of one of the following locations: Los Angeles, CA, USA | Santa Monica, CA, USA | Seattle, WA, USA Basic Qualifications - 8+ years of managing a book of business with sales and revenue targets in a consulting/professional services business setting. - 2+ years of Media and Entertainment experience for a Studio, Broadcaster, PayTV operator or employed by a technology / consulting provider supporting the industry. - Business development experience including multiyear, multiple service offering proposals resulting in contracts with +$5M total contract value. - Experience with CRM systems and maintaining a clear and dependable view of pursuits, progress, and pipeline conversion. - Experience assessing customer marketplace circumstances, organizational readiness, and C-Level willingness to initiate conversations that lead to broader strategic transformation programs. Preferred Qualifications - Bachelor's degree - Vertical industry sales and delivery experience of cloud services and solutions - Broad enterprise systems technology experience including background in media centric solutions in broadcast and consumer workloads - Experience managing and delivering large-scale enterprise IT projects - Evidence of growth in and achievement of professional services sales and delivery goals and targets - Senior level executive engagement, relationship management and advisory experience - A partner network for joint pursuit and delivery 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. Pursuant to the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $122,900/year in our lowest geographic market up to $239,000/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. 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.