Sr. ProServe Account Manager , Global Health & Nonprofits at Amazon Web Services, Inc.
Dunn Loring, VA 22027
About the Job
AWS Professional Services engages in a wide variety of projects with customers and partners, providing collective experience from across the AWS customer base. We are obsessed about successful outcomes 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 at the right time, and drive feature innovation based upon customer needs.
As a Sr. ProServe Account Manager, you will be responsible for the following:
- Owning the sales process from conception to end.
- Engage with customers to understand their business drivers and application portfolio.
- Development of long-term Cloud Strategy for customers.
- Identify & develop specific opportunities and supporting business cases.
- Deal shaping, including estimations and deal pricing.
- Contract negotiations & closing.
- Planning and implementation of a portfolio of projects, including budget & deliverable responsibilities.
- Mitigation of delivery risks & issues.
- Overseeing delivery of projects in account, ensuring high quality delivery.
- Act as single person of contact for Customer executives, developing deep, trustful relations
- Educate customers on AWS services and translate those into a clear business value proposition
- Envision and inspire customers
- Coaching Customer and Partner teams to be self-sufficient.
A day in the life
- Engage customers - collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers.
- Enable cloud transformation - develop long term Cloud Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks.
- Support the commercial relationship - plan and implement a portfolio of projects, including budget & deliverable responsibilities, drive proposal construction, including estimations and deal pricing, conduct contract negotiations & execute contracts
- Lead great people - build high performing teams of consultants with superior technical depth and outstanding customer relationship skills
- Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps
- Think big - ability to assess customer marketplace circumstances, organizational readiness, and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large, complex multi-month programs which include multiple ProServe engagement services.
This is a client facing role. You should have experience working with healthcare providers. You will be required to travel to client locations when needed (up to 50%).
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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.
- 7+ years of IT consulting/management experience, with IT Transformation experience in customer-facing roles
- Business development experience including multiyear, multiple service offerings with a total contract value of +5M agreements.
- Experience with creating opportunity pipeline, closing deals and achieving bookings and revenue targets.
- Experience working with selling technology services to higher education, and/or state or local government entities
- Vertical industry sales and delivery experience of cloud services and solutions.
- International consulting or professional services sales and delivery experience with global F500 enterprise customers and partners.
- Experience with Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets.
- Enterprise IT management frameworks (e.g. COBIT, ITIL) experience.
- Enterprise systems experience including SAP, Oracle, and custom applications.
- Designing, building, and operating global IT processes and infrastructures.
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 a Sr. ProServe Account Manager, you will be responsible for the following:
- Owning the sales process from conception to end.
- Engage with customers to understand their business drivers and application portfolio.
- Development of long-term Cloud Strategy for customers.
- Identify & develop specific opportunities and supporting business cases.
- Deal shaping, including estimations and deal pricing.
- Contract negotiations & closing.
- Planning and implementation of a portfolio of projects, including budget & deliverable responsibilities.
- Mitigation of delivery risks & issues.
- Overseeing delivery of projects in account, ensuring high quality delivery.
- Act as single person of contact for Customer executives, developing deep, trustful relations
- Educate customers on AWS services and translate those into a clear business value proposition
- Envision and inspire customers
- Coaching Customer and Partner teams to be self-sufficient.
A day in the life
- Engage customers - collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers.
- Enable cloud transformation - develop long term Cloud Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks.
- Support the commercial relationship - plan and implement a portfolio of projects, including budget & deliverable responsibilities, drive proposal construction, including estimations and deal pricing, conduct contract negotiations & execute contracts
- Lead great people - build high performing teams of consultants with superior technical depth and outstanding customer relationship skills
- Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps
- Think big - ability to assess customer marketplace circumstances, organizational readiness, and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large, complex multi-month programs which include multiple ProServe engagement services.
This is a client facing role. You should have experience working with healthcare providers. You will be required to travel to client locations when needed (up to 50%).
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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
- Bachelor's degree, or 7+ years of professional or military experience- 7+ years of IT consulting/management experience, with IT Transformation experience in customer-facing roles
- Business development experience including multiyear, multiple service offerings with a total contract value of +5M agreements.
- Experience with creating opportunity pipeline, closing deals and achieving bookings and revenue targets.
- Experience working with selling technology services to higher education, and/or state or local government entities
PREFERRED QUALIFICATIONS
- Familiarity with compliance & security standards across the enterprise IT landscape.- Vertical industry sales and delivery experience of cloud services and solutions.
- International consulting or professional services sales and delivery experience with global F500 enterprise customers and partners.
- Experience with Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets.
- Enterprise IT management frameworks (e.g. COBIT, ITIL) experience.
- Enterprise systems experience including SAP, Oracle, and custom applications.
- Designing, building, and operating global IT processes and infrastructures.
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.
