Description
About the Role
As AWS continues to rapidly grow, we seek an exceptional L7 Client Executive to own and drive the strategic relationship with one of our most transformational enterprise customers. In this role, you will serve as the single-threaded leader and "CEO" of the account, orchestrating all aspects of the customer relationship while leading a matrixed AWS OneTeam to deliver exceptional outcomes and accelerated business growth.
This is a unique opportunity to combine deep customer relationship leadership with people management responsibilities, driving both strategic transformation and team development. You will establish and maintain C-suite and Board-level relationships, architect long-term innovation strategies, and lead a dedicated team focused on helping our most strategic customer build and deliver innovative solutions leveraging the full breadth of AWS services.
Primary Function
Lead and grow the overall relationship with a major strategic transformation account by:
Serving as the single-threaded leader with complete accountability for customer outcomes and AWS growth
Leading strategy development and execution across the entire customer organization
Managing and developing a matrixed AWS OneTeam including Account Managers, Solutions Architects, Specialists, Technical Account Managers, and Professional Services resources
Driving customer transformation initiatives that deliver measurable business impact
Key job responsibilities
Strategic Account Leadership
Develop and execute comprehensive multi-year customer success and growth strategies aligned with customer business objectives and AWS priorities
Own global go-to-market strategy across all customer buying centers, business units, and geographies
Establish and maintain executive relationships at C-suite, CEO, and Board levels with gravitas and executive presence
Drive customer innovation through strategic initiatives leveraging emerging AWS services and capabilities
Coordinate complex, multi-center selling motions across infrastructure, application, and business transformation opportunities
Lead monthly business reviews tracking sell-to performance, sell-through execution, and relationship health
People Leadership & Team Development
Directly manage and develop a core team of AWS professionals dedicated to the strategic account
Provide coaching, mentorship, and career development for team members
Conduct performance management including goal setting, feedback, and performance reviews
Build succession plans and create leadership opportunities within the team
Foster a culture of customer obsession, innovation, and operational excellence
Ensure team alignment with AWS Leadership Principles and cultural values
Matrixed Team Orchestration
Lead and coordinate the extended AWS OneTeam including Solutions Architects, Specialists, Professional Services, Partner teams, and Technical Account Managers
Exercise resource allocation authority across all OneTeam functions to maximize customer outcomes
Build and maintain strong working relationships with cross-functional stakeholders and leadership
Facilitate collaboration between sell-to and sell-through teams, eliminating ambiguity and coordination gaps
Leverage Subject Matter Experts, executives, and thought-leaders to drive customer value and AWS growth
Business Management & Execution
Exceed annual revenue targets and strategic initiative goals for the assigned account
Develop and manage opportunity pipelines across multiple customer business units and buying centers
Drive adoption of AWS's full suite of services including emerging technologies and industry solutions
Identify and execute on pan-Amazon sponsorship and partnership opportunities
Negotiate complex agreements and navigate organizational boundaries with autonomy
Represent customer needs and insights to AWS product and service teams to influence roadmaps
Operational Excellence
Design and implement scalable mechanisms for customer engagement and success measurement
Establish cadences for executive engagement, business reviews, and strategic planning
Drive operational rigor in forecasting, pipeline management, and goal tracking
Proactively identify risks and opportunities, developing mitigation and acceleration strategies
Create best practices and playbooks that can be leveraged across other strategic accounts
A day in the life
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.
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.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
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.
Basic Qualifications
10+ years of enterprise sales or customer success experience, with demonstrated progression of responsibility
3+ years of people management experience, including managing senior individual contributors or managers
Proven track record of managing strategic accounts with $100M+ annual revenue or spend
Experience leading complex, multi-stakeholder sales cycles with C-suite and Board-level engagement
Demonstrated ability to drive business transformation initiatives and deliver measurable customer outcomes
Preferred Qualifications
MBA or advanced degree in business, technology, or related field
Experience in the customer's industry vertical (e.g., Financial Services, Healthcare, Manufacturing, Technology)
Track record of driving innovation and thought leadership in enterprise technology
Experience managing global, distributed teams across multiple geographies
Proven ability to influence product roadmaps and organizational priorities
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. 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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .
USA, IL, Chicago - 187,000.00 - 252,900.00 USD annually
