Description The Amazon Web Services Professional Services team is looking for Customer Practice Managers (CPM) who can lead and/or support significant customer programs during the solution and pursuit stages, develop a long-term Professional Services strategy and execute that strategy with those customers. The CPM is a trusted advisor for our customers and the role includes all aspects of business development, deal structuring, deal support and closure in those accounts. 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. - 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 - 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 programs which include multiple engagement services; - Envision and inspire customers; - Identify & develop specific opportunities and related business cases; - Deal shaping, including estimations and deal pricing; - Contract negotiations & closing; - 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 project portfolio, including budget & deliverables responsibilities; - Execute contracts as single person of contact for Customer executives, developing deep and trustful relations; - Educate customers on AWS services and translate those into a clear business value proposition - Be an advocate: work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps - Overseeing delivery of projects in account, ensuring high quality delivery; Key job responsibilities - Build customer strategy with the lenses of Professional Services organization; - Build strategic alignment with all teams that have relationship with that customer; - Pipeline generation and management; - Opportunity management; - Lead internal resources from Professional Services to be aligned with holistic strategy; - Build solid business cases and close plans; - Build rapport and earn trust with customer. About the team Diverse Experiences Amazon 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. 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. 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 and 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. Basic Qualifications - Bachelor’s degree, or equivalent experience, in Computer Science, Engineering, Mathematics or a related field - 15+ years of IT consulting/management experience, with demonstrated IT Transformation experience in customer-facing roles - 10+ years design/implementation/consulting experience with distributed applications - 10+ years of experience in technology/software sales, pre-sales, or technical consulting in customer-facing roles - A proven track record of managing and delivering large-scale enterprise IT projects - Experience with software development life cycle (SDLC) and agile/iterative methodologies required, commensurate modern certifications AWS, Agile, Scrum, SAFe, etc. Preferred Qualifications - Understanding of infrastructure-as-a-service (IaaS) cloud computing transition challenges - Vertical industry sales and delivery experience of cloud services and solutions and business development experience including complex agreements w/ integrators and ISVs - International consulting or professional services sales and delivery experience with global F500 enterprise customers and partners - Designing, building, and operating global IT processes and infrastructures - Excellent written and verbal communication skills, including group leadership and executive presentations