Description AWS is seeking an accomplished sales professional to join us as we expand and accelerate the business of one of our company’s largest, most innovative customers, have fun, and make history. The Strategic Account Representative will be a core member of the team responsible for delivering business outcomes for this highly visible customer. You will build and maintain relationships in the account, develop and manage new opportunities, and align a team of extended resources to ensure success and delight the customer. You will implement a growth strategy within select areas of the account, including building strong working relationships with tenured Amazonians and leadership for strategic engagement, cross-organizational collaboration, experimentation, and think-big opportunities. This role will give you the unique opportunity to deliver business-transforming solutions to one of the world’s biggest, most innovative, and most exciting companies, and help shape the future of cloud computing. AWS values diverse experiences. Even if you do not meet all of the 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. The AWS Industries 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. Key job responsibilities - Achieve role targets, and account quota while demonstrating Amazon Leadership Principles - Demonstrate the specific value of cloud to solve specific customer problems, or enable specific customer aspirations - Share knowledge, a point of view, and resources (for example, access to people, programs, events, funding, and other mechanisms) to enable the customer to adopt cloud, taking into account customer comfort, desired business outcomes, change management, enablement, technology, business justification, and fiscal responsibility - Demonstrate credibility to create and manage trusted, durable, influential relationships - Manage the full sales cycle, and customer process of exploration/evaluation/decision/implementation/success assessment - Influence up to VP level via verbally, including formal presentations, and written, including narrative documents - Bring voice of the customer into AWS ad hoc, and in recurring forums like business reviews and leadership updates - Keep systems of record current and complete for your book of business - With the customer and internally, share best practices, celebrate success, and invest in the success of colleagues - Be an enthusiastic, contributing, impactful member of all the teams you’re a part: Strategic Account Representative, broader account team, Strategic Accounts segment, AWS Industries, AWS, Amazon, and affinity or other Amazon community groups - Contribute beyond role requirements by mentoring, interviewing, becoming a best-in-class writer and reader of narrative documents, creating something new (like a community or cohort, best practice, or tool) and/or participating in pan-Amazon priorities like ID&E or Sustainability A day in the life We aim for, on average: 40% customer interaction 25% customer-related interaction internally and/or with partners 20% individual work on deliverables and action items 10% extended team interaction 5% leadership interaction About the team Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating. Our Strategic Accounts team is responsible for the growth and happiness of some of AWS’ largest, most complex customers, and the multi-dimensional relationships our company has with them. AWS is continuously raising our performance bar, and we’re dedicated to supporting new team members as we strive to become Earth’s Best Employer. Each of us is surrounded by a mix of experiences and tenures, and colleagues at all levels who are committed to knowledge-share and mentorship. The Strategic Account Representative team strives to provide talent development in role, and in optional, supplemental offerings, that help each of us grow into a better-rounded professional, and enable our success in increasingly complex situations, roles, and organizations. 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 continually embrace our uniqueness. AWS values work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud. We have fun together. The Strategic Account Representative team is intentional about making time to celebrate one another as people and professionals. We aim to enable joy as well as accomplishment. Basic Qualifications - 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience Preferred Qualifications - 5+ years of building profitable partner ecosystems experience - Experience developing detailed go to market plans - 10+ years of business development, partner development, sales or alliances management experience 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. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/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.