Global Account Manager

Who you are

• Experience in management of large, complex enterprise accounts or equivalent
• Bachelor's degree in science, technology, engineering, math, business or equivalent
• Experience in technology sales and management
• Experience working with global cross-functional teams
• Experience working in a related industry
• Experience with commercial agreements
• Experience engaging and influencing C-level executives, both business and technical
• Experience with AWS or cloud technologies
• Experience in cloud or account management, with a proven track record of managing high-performing teams and projects
• Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the 8 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

What the job involves

• AWS is seeking a senior sales professional to manage global customer relationships with global Automotive & Manufacturing customers
• You will define and execute a CXO relationship strategy within the account, including engaging with a dedicated account team, AWS senior leaders for executive sponsorship, coordinating executive business reviews, enabling customer value creation and growth
• 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 IT/Digital, Line of Business (LoB) / Engineering, and Operations leadership
• The GAM will work with all appropriate AWS resources (Executives, other Account Manager(s), 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 necessitates 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
• Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer, across LoB and functional areas (Digital, Data, Engineering, and Operations)
• Working closely with internal AWS team members and programs, as well as external SI and ISV partners, to support the best business solution(s) for customers
• Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels
• Displaying strong leadership presence and being able to command a room in a meeting
• Should be seen as an authority in communicating via email, phone, and face to face, and comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company
• Operating with significant autonomy and discretion
• A high degree of decision making is required in routine customer engagement, business judgment is critical
• Participating and leading in the negotiation and closing of legal agreements and contracts
• Maintaining knowledge of AWS's broad solution and service offerings, with a focus on connecting cloud and AI capabilities to the customer's business, technology and operational priorities
• Working with marketing and communications to develop formal references, PR and case studies