Description
Would you like to own driving the revenue for a leader in cloud computing with state and local government customers? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS)? Do you have the business acumen, relationships, government sales experience, and the technical background necessary to help further establish Amazon as a leading cloud platform provider?
Amazon Web Services is expanding in the U.S. Public Sector market, and this group within Amazon offers a creative, fast-paced, entrepreneurial work environment where you will be at the center of Amazon innovation. As an Account Executive within Amazon Web Services (AWS), you will have the opportunity to help drive the adoption and growth of emerging cloud-based technologies. More importantly, you will help government customers transform their IT services and significantly improve the citizen experience.
Your responsibilities as an Account Executive on the Commonwealth of Pennsylvania team will be to partner with our customers and develop long-term strategies to enable their success. You will deepen business and technical relationships and launch new customer services by helping to define, identify, and pursue key opportunities. This includes determining the most effective go-to-market strategies and collaborating with AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts, and Executive leadership.
You will establish deep business and technical relationships through your knowledge of the customer's goals and environment. You will have day-to-day interactions with customers and our ecosystem of partners (SIs and ISVs) that support these customers.
The ideal candidate will possess both a sales and technical background that enables them to drive an engagement at the CXO level as well as with software developers and IT architects. You should also have a demonstrated ability to think strategically about government priorities and technical challenges and to convey compelling technical solutions to address them.
The preferred location for this role is Harrisburg, Pennsylvania, where the majority of your customer base works, lives, and operates.
Key job responsibilities
Grow adoption and deepen cloud engagement across the Commonwealth of Pennsylvania state government portfolio.
Serve as a key member of the AWS Public Sector team, helping to advance our market and technical strategy.
Articulate and implement strategic territory and account plans aligned to AWS's strategic direction.
Understand the technical considerations, certifications, and procurement processes specific to the public sector.
Identify specific prospects, partners, and channels to approach while communicating a relevant value proposition for your customer.
Work closely with customers to ensure they understand relevant cloud use cases, are successful using AWS services, and are able to build the technical resources required to fully embrace cloud services.
Understand the technical requirements of your customers and work closely with their IT development teams to guide the direction of our product offerings.
Collaborate with AWS Legal and others to manage complex contract negotiations.
Maintain an accurate and robust pipeline and forecast of business opportunities.
Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
Prepare and deliver business reviews to senior management regarding quarterly and yearly strategies that align with revenue growth expectations.
Accelerate customer adoption and ensure customer satisfaction.
Expect moderate travel.
A day in the life
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, has not followed a traditional path, or includes alternative experiences, do not let it stop you from applying.
Our inclusive culture empowers Amazonians to deliver the best results for our customers.
About the team
The AWS Worldwide Public Sector team helps government, education, healthcare, and nonprofit customers build on AWS to deliver their missions. This role sits within the State and Local Government team covering the Commonwealth of Pennsylvania, where AWS is actively investing in long-term customer relationships and cloud adoption across state agencies. We value diverse experiences and encourage candidates to apply even if your career has not followed a traditional path.
Basic Qualifications
5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
Experience using sales CRM tools such as Salesforce
Experience in a customer-facing role, engaging with customer executives, technologists or partners to solve business problems with advanced technologies
Preferred Qualifications
7+ years of technology sales experience
Experience with government procurement and contracting process
Knowledge of AWS or cloud technologies
Experience engaging with customer relationships at the CXO level
Experience working with Systems Integrators and Consulting Companies to achieve sales
Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
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, PA, Virtual Location-Pennsylvania - 142,800.00 - 193,200.00 USD annually
