Description

Would you like to own driving the revenue for a leader in cloud computing with state and local government customers? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS). Do you have the business acumen, relationships, government sales experience and the technical background necessary to help further establish Amazon as a leading cloud platform provider? Amazon Web Services is expanding in the U.S. Public Sector market, and this group within Amazon offers a creative, fast paced, entrepreneurial work environment where you’ll be at the center of Amazon innovation.

As an Account Manager within Amazon Web Services (AWS) you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies. More importantly, you'll help government customers transform their IT services and significantly improve the citizen experience. Your responsibilities will include developing and managing a growing customer base for our state government accounts. You will deepen business and technical relationships and launch new customer services by helping to define, identify and pursue key opportunities. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts and Executive leadership.

You will establish deep business and technical relationships through your knowledge of the customer’s goals and environment. You will have day-to-day interactions with customers and our eco-system of partners (SI’s and ISV’s) that support these customers. The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about government priorities and technical challenges and to convey compelling technical solutions to them.

Key job responsibilities

· Drive revenue and market share in a defined region.

· Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.

· Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.

· Understand the technical considerations, certifications, and procurement processes specific to the public sector.

· Identify specific prospects/partners/channels to approach while communicating a relevant value proposition for you customer.

· Work closely with customers to ensure that they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.

· Understand the technical requirements of your customers and work closely with their IT development team(s) to guide the direction of our product offerings for developers.

· Collaborate with AWS’s Legal team and others to manage complex contract negotiations.

· Maintain an accurate and robust pipeline and forecast of business opportunities.

· Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.

· Prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies that align with revenue growth expectations.

· Accelerate customer adoption and ensure customer satisfaction.

· Expect moderate travel

For more information, visit https://aws.amazon.com/stateandlocal/

We are open to hiring candidates to work out of one of the following locations:

Sacramento, CA, USA

Basic Qualifications

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

• 10+ years of business development, partner development, sales or alliances management experience

Preferred Qualifications

• Experience developing detailed go to market plans

• 5+ years experience selling to or serving State and Local government customers in an information technology role.

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.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $114,300/year in our lowest geographic market up to $212,600/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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.