Global Account Manager, AWS Industries

About the role

AWS is seeking a sales professional to manage a global customer relationship with one of its large global Automotive & Manufacturing customers. You will define and execute a CXO relationship strategy within the account, including engaging with a dedicated account team and AWS senior leaders for executive sponsorship, coordinating executive business reviews, and maintaining customer satisfaction. The Global Account Manager (GAM) will partner with the customer to build strategic relationships, articulate a clear vision, and deliver business value. The successful GAM will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across the customer's Digital Technology, Operations, Line of Business (LoB), and Research & Development leadership. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Customer Solutions Managers, Industry Specialists, Marketing, Partners, Support, Service Teams and Professional Services) to deliver customer outcomes. This is an Individual Contributor role, but it requires an account leader mindset, and may include dotted-line responsibility for downstream sales, technical and industry specialist resources. The GAM will also effectively leverage existing programs and mechanisms, innovate and scale new mechanisms, and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS.

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.

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.

About the team

The AWS Industries (AWSI) and Automotive & Manufacturing Industry Business Unit (IBU) team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry-specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

Responsibilities

• Contribute to and lead within an AWS customer account team.
• Identify and build trusted-advisor relationships with key influencers and decision-makers, specifically CxOs at the customer, across Line of Business (LoB), Functional (R&D, Engineering, Manufacturing, Supply Chain), and Digital & IT.
• Work closely with internal AWS teams (executives, solution architects, industry specialists, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution(s) for customers.
• Define a CXO relationship strategy within the customer, coordinate executive business reviews, and maintain customer satisfaction levels.
• Display strong leadership presence and be able to command a room in a meeting. Be seen as an authority in communicating via email, phone, and face to face, and be comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.
• Operate with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement; business judgment is critical.
• Manage a global sales pipeline via Salesforce and facilitate all stages of a sale.
• Participate and lead in the negotiation and closing of legal agreements, such as Enterprise Agreements (EAs), and contracts, such as Private Pricing Addendums (PPAs).
• Maintain knowledge of AWS's broad solution and service offerings, corresponding to solving customers' business problems.
• Define product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFRs or the service teams.
• Work with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS.

Requirements

Basic Qualifications

• 8+ years of sales experience
• Experience managing and growing complex business relationship at scale
• Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent
• Experience producing executive-level written materials and presenting to executive audiences
• Experience with CRM tools like Salesforce
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage

Preferred Qualifications

• MBA, or Bachelor's degree
• Experience building and managing large and high performance teams
• Experience in manufacturing, process, or industrial engineering
• 6+ years of commercial agreements experience
• Experience in executive level engagement with SVP/VP/C-Suite
• Experience with AWS or cloud technologies
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent