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Enterprise Service Manager
2 weeks ago
Bachelor's degree with 7+ years of experience in consulting sales.
- 5+ years of experience in supporting large, complex strategic/enterprise transformational initiatives, with a proven track record of shaping, closing, and ensuring successful delivery of large, strategic, and complex deals.
- Experience working with, presenting to, and negotiating with C-level executives, as well as teams from IT, lines of business, procurement, finance, and legal.
- Experience managing and growing a large deal pipeline ( 3x book target) of $75 million or more and an annual booking goal of $25 million.
- Experience in pursuit, capture and closure of large, enterprise cloud solutions.
The AWS Professional Services Business Development (PSBD) team is focused on helping our customers across all industry segments to think big, plan, design and deliver large scale enterprise transformations that results in measurable business outcomes (revenue growth, efficiency gains, operational optimization, accelerated innovation).
In this Enterprise Service Manager role you will be involved in the critical phases of the sales life-cycle (Sales Strategy, Proposal Development, SOW, Commercial Negotiations, and Closure) and work with both internal and external stakeholders at C-level, IT, and various lines of business to meet their business outcomes. You will collaborate with private pricing, go-to-market, pan-Amazon, AWS services teams in designing, shaping and closing large transformational deals. You will work with the partner organizations in establishing the right delivery structure for large programs and accounts.
Key job responsibilities
- Manage strategic customer opportunities, influencing customers across senior executive layers, various functions including multiple buying personas that approve the decision, middle management that provides recommendation
- Partner with Strategic Customer Engagement teams, Professional Service (ProServe) field teams, Partner organizations, Sales counterparts to define the right deal structure for execution of complex deals, finalize and close deals
- Develop a clear set of milestones, deliverables, articulate the assumptions, and shared responsibility and own developing SOWs for each opportunity
- Work in collaboration with local ProServe sales, build strategic alliances with senior customer executives and co-develop pursuit strategy by bringing the wider AWS offerings and services to create differentiated solutions for large strategic accounts.
- Guide cross functional pursuit teams and drive momentum on key deliverables to drive sales velocity.
- Establish mechanisms and frameworks for strategic pursuits that are repeatable and enable ProServe teams to build a pipeline of large deals.
- Ensure smooth handover of closed deals to ProServe, Partner, and Global Competency Center (GCC) delivery leads for seamless execution.
- You will be responsible for shaping and strategizing large consulting deals, managing major enterprise accounts, and contributing to the company's senior team, requiring extensive experience in high-value professional services sales.
About the team
Diverse Experiences
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.
- MBA or Master’s Degree.
- Strong analytical and presentation skills, with the ability to articulate complex concepts to cross-functional audiences.
- Experience in Pre-Sales and/or Sales of Cloud based Solutions.
- Experience with contract and statement of work development and senior level executive engagement, relationship management and advisory experience.
- Evidence of growth in and achievement of professional services sales and delivery goals and targets.
