Sr. ProServe Sales Manager, ISV, ISV-NAMER

Description

At AWS, we are looking for a Professional Services Area Leader with a successful record of leading ISV customers through a variety of transformative projects involving IT Strategy, distributed architecture, and hybrid cloud operations.

Professional Services engage in a wide variety of projects for customers and partners, providing collective experience from across the AWS customer base and are obsessed about strong success for the Customer. Our team collaborates across the entire AWS organization (#oneteam) to bring access to product and service teams, to get the right solution delivered and drive feature innovation based upon customer needs.

This role will be responsible for building and leading the ISV ProServe NAMER CST team. Responsibilities will include growing the team, setting team priorities, providing thought leadership, business planning and shaping the offerings, go to market approach for ProServe with these customers.

This key role will be highly visible internally and externally, and will require the ability to communicate and partner with other teams within AWS such as customer and account sales, support, services teams, as well as teams across ProServe. You will represent your team to executive management, contribute to the operational cadence of business reviews (MBR, QBR) based on your responsibility to develop the approach to drive customer outcomes through ProServe, leading to increased ARR, ProServe revenue & margin, while managing risk and quality for AWS.

Key job responsibilities

Responsibilities :

• Managing a team that will consist of PAEs in North America, dedicated to ISV customers.
• Manage bookings, pipeline, revenue, margin and delivery of projects.
• Engage customers - collaborate with PAEs and other sales roles to develop strong customer and partner relationships.
• Develop trusted relationships with customer CIOs, CTOs, IT functional leaders and business sponsor executives.
• Lead the sales of ProServe engagements, and build a growing business for NAMER headquartered HCLS customers globally, driving AWS adoption, and customer benefit from AWS services.
• Sell IT transformation engagements - present compelling proposals to help customers develop a modern cloud-based IT operating model, to drive new business results. This includes short on-site projects proving the value of AWS services, on up to full enterprise level transformations across thousands of applications migrating quickly to the AWS cloud.
• Partner ecosystem - establish executive and technical relationships with key integrators (SIs), software vendors (ISVs) and managed services providers (MSPs) who are offering cloud based IT services and solutions. Deliver joint proposals and joint engagements to help partners succeed in large, complex customer engagements using AWS.
• Coach and teach - collaborate with AWS field sales, technical sales, training and support teams to help partners and customers learn and use AWS platform services such as Amazon Elastic Compute Cloud (EC2), Amazon Simple Storage Service (S3), Amazon RDS database services, AWS Identity and Access Management (IAM), etc. Deliver value - oversee the high quality delivery of a variety of customized engagements with partners and customers in ISV.
• Lead great teams - attract and develop top talent to build high performing teams of consultants with superior technical depth, and outstanding customer relationship skills. Lead and support a regional management team of practice managers who cover major customer groupings. Be a customer advocate - Work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps. Influence roadmap changes to accelerate customer adoption and value.
• Lead in ISV – Lead the establishment of mechanisms, practices, references, solutions, and communities that support AWS ISV customers. Contribute as part of the Global ISV Americas leadership team.

About the team

Diverse Experiences

AWS 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.

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.

Basic Qualifications

BA / BS degree or equivalent experience; Computer Science or Math background preferred

15+ years of relevant enterprise IT sales and delivery oversight experience w / global F500 ISVs, and with ecosystem / software partners -

10+ years of relevant business development and sales experience including innovative agreements w / integrators, ISVs and managed services providers

10+ years of second level management experience of professional services sales teams in high growth technology sales environments; Visible IT

10+ years of progressive experience in selling and delivering professional services within the IT marketplace

Preferred Qualifications

10+ years of understanding of data center, cloud computing, adoption strategy and transition challenges and experience with design of modern, scalable delivery models for technology consulting services

15+ years of sales and delivery experience with global F500 enterprise customers and partners

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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 inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https : / / amazon.jobs / content / en / how-we-hire / accommodations for more information. If the country / region you’re applying in isn’t listed, please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $180,900 / year in our lowest geographic market up to $312,800 / 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. 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.

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