Principal Account Executive, Professional Services

The Amazon Web Services Professional Services (ProServe) team is seeking a dynamic ProServe Account Executive (PAE) to join our team at Amazon Web Services (AWS). In this role, you'll be responsible for engaging new and existing customers with transformative projects involving IT Strategy, distributed architecture, and hybrid cloud operations. You'll work closely with ProServe Cloud Architects, Engagement Managers, and Delivery Consultants to drive customer success and business growth. As ProServe’s customer facing relationship owner you’ll be primarily focused on understanding and defining business outcomes for customers by building trust, identifying applicable AWS Professional Services offerings, and creating proposals and securing customer signoff of SOW’s. Following project launch, you will stay connected with the customer to ensure we are delivering the agreed customer business outcomes (CBO) as outlined in the SOW.

Your experience in selling services within the technology/consulting sector, will equip you with the ability to translate technical concepts into business value for customers. You will demonstrate proficiency in business development, executing sales methodologies and managing CRM systems coupled with strong analytical, problem-solving, and project management abilities. Account Executives' performance will be measured against key metrics including but not limited to Revenue, Billable Bookings, and customer satisfaction (CSAT).

The AWS Professional Services organization is a global team of experts that help customers realize their desired business outcomes when using the AWS Cloud. We work together with customer teams and the AWS Partner Network (APN) to execute enterprise cloud computing initiatives. Our team provides assistance through a collection of offerings which help customers achieve specific outcomes related to enterprise cloud adoption. We also deliver focused guidance through our global specialty practices, which cover a variety of solutions, technologies, and industries.

AWS Global Services includes experts from across AWS who help our customers design, build, operate, and secure their cloud environments. Customers innovate with AWS Professional Services, upskill with AWS Training and Certification, optimize with AWS Support and Managed Services, and meet objectives with AWS Security Assurance Services. Our expertise and emerging technologies include AWS Partners, AWS Sovereign Cloud, AWS International Product, and the Generative AI Innovation Center. You’ll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud.

Key job responsibilities
- Lead business outcomes - ability to articulate accelerated customer outcomes through cloud transformation.
- Execution of long-term strategic customer transformation roadmaps, having a high Bias for Action to Deliver Results in ProServe and Platform bookings in the near term.
- Develop a unified account plan and pursuit plan that aligns with AWS account team (direct sales).
- Establish Executive relationships across Business & Technology groups, executive sponsorship of programs.
- Establish an internal network at AWS, most notably with internal organizations critical to success: Account Team (#OneTeam), Partner team, Global Services organization, Finance, Legal.
- Successful assumption of role of strategic advisor and expert with a deep knowledge of the cross-section of the customers’ business and the cloud ecosystem.
- Deliver on annual bookings, revenue, and customer satisfaction targets with deal structure aligned with defined customer outcomes and AWS ProServe business objectives.
- Support scale through shared learnings and mechanisms across the ProServe team.

A day in the life
As an experienced services sales professional, you will be responsible for:
- Leading business development efforts by engaging Canadian customers and driving high-value engagements
- Establishing Executive relationships across Technology & Business groups, becoming a strategic advisor and expert with deep knowledge of the cross-section of the customers’ business and available technology solutions.
- Collaborating with Amazon Global Sales (AGS) representatives to ensure a coordinated approach for key accounts
- Creating proposals, securing customer sign-off on Statements of Work (SOWs), and ensure successful project delivery
- Monitoring ongoing projects to ensure delivery of agreed CBOs and maximize revenue potential
- Advocating for customers while balancing AWS business objectives
This customer facing role may require up to 50% travel to customer sites.

About the team
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.

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BASIC QUALIFICATIONS

- 10+ years of technology sales experience
- Experience working with or having knowledge of cloud computing and existing cloud technologies
- Bachelor's degree, or experience in sales
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
- Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent

PREFERRED QUALIFICATIONS

- Experience in solving complex business challenges by delivering accurate and timely financial models, analysis, and recommendations that have a proven impact on business (e.g., financial savings, operational improvements, or customer benefits), or experience applying key financial performance indicators (KPIs) to analyses
- Knowledge of AWS services

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

Our inclusive culture empowers Amazonians to deliver the best results for our customers.