Job Details
Posted date: Nov 08, 2024
Location: Seattle, WA
Estimated salary: $176,700
Range: $133,200 - $220,200
Description
Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key business units - Training & Certification, Professional Services, Support & Managed Services, and GS Security Services - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform commercial businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.The Global Services Cross-Sell Business Development Lead owns establishing and operationalizing the cross-sell motions that work backwards from customer use cases and align to key AWS and GS go-to-market initiatives. This includes working with GS business unit teams and the GS products/offerings team to identify the right use cases for the cross-sell motions, defining and operationalizing the cross-sell motions including defining customer value propositions with the GS products/offerings team, and developing an enablement and activation plan for selling teams within the AWS field and Global Services. The role identifies friction points in each selling motion (e.g., ability to refer leads, revenue allocation from a sale) and works to solve these with the right stakeholders (e.g., sales operations, Finance) to develop the necessary light-weight mechanisms to address these challenges. The role owns the revenue, pipeline, and bookings goals for these cross-sell motions. When repeatable patterns are found for a use case, the role works with the GS products/offering team to develop scalable offerings and work with the commercial deals/Finance team to develop a scalable commercial proposition. The best candidate must be comfortable influencing cross functional global teams in dynamic organizations, as most of the responsibilities will have dependency on other teams, and be comfortable working in a highly ambiguous environment.
The right candidate will have demonstrated experience in business development and Go-to-Market (GTM), at scale, in a technology products and services organization. A candidate must have a history of creating offerings that consistently delivering results and span multiple technical and human expertise functions. The candidate will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable, high-quality plans and mechanisms.
Key job responsibilities
• Establish and operationalize Global Services cross-sell motions that work backwards from customer use cases and align to key AWS and GS go-to-market initiatives.
• Define customer value propositions and related GTM messaging for cross-sell motions.
• Develop enablement and activation plans that drive offering pipeline and are targeted to multiple sales roles.
• Resolve friction points in the selling motion and develop light-weight mechanisms to resolve.
• Develop scalable commercial propositions with the commercial deals/Finance team.
• Establish goals and KPIs to measure and communicate impact.
• Analyze adoption, pipeline, and revenue metrics to identify opportunities for improvement and drive continuous optimization of the offerings.
About the team
About AWS
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.
Qualifications
- 5+ years of developing, negotiating and executing business agreements experience- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Extended Qualifications
- Experience interpreting data and making business recommendations- Experience identifying, negotiating, and executing complex legal agreements
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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/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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