Description AWS is seeking a sales professional to manage a global customer relationship with one of our large global Industrial & Manufacturing customers. You will define and execute a CXO relationship strategy within the account, including engaging with a dedicated account team, AWS senior leaders for executive sponsorship, coordinating executive business reviews, enabling customer value creation and growth. The Global Account Manager ("GAM") will partner with the customer to build strategic relationships, articulate a clear vision, and deliver business value. The successful GAM will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across the customer's IT/Digital, Line of Business (LoB) / Engineering, and Operations leadership. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Customer Solutions Managers, Industry Specialists, Marketing, Partners, Support, Service Teams and Professional Services) to deliver customer outcomes. This is an Individual Contributor role, but necessitates an account leader mindset, and may included dotted line responsibility for downstream sales, technical and industry specialist resources. The GAM will also effectively leverage existing programs and mechanisms, innovate and scale new mechanisms, and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS. Key job responsibilities Contributing to, and leading, within an AWS customer account team. Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer, across LoB and functional areas (Digital Data). Working closely with internal AWS teams (executives, solution architects, industry specialists, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution(s) for customers. Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels. Displaying strong leadership presence and being able to command a room in a meeting. Should be seen as an authority in communicating via email, phone, and face to face, and comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company. Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical. Managing a global sales pipeline via Salesforce and facilitating all stages of a sale. Participating and leading in the negotiation and closing of legal agreements, such as Enterprise Agreements (EAs), and contracts, such as Private Pricing Addendums (PPAs). Maintaining knowledge of AWS’s broad solution and service offerings, corresponding o solving customers’ business problems. Defining product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFR’s or the service teams. Working with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS. About the team The AWS Industries team [part of AWS Sales, Marketing, and Global Services (SMGS)] 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 - 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience Preferred Qualifications - Experience identifying, developing, negotiating, and closing large-scale technology deals - Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business - Experience selling AI/ML solutions 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. Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128,600/year in our lowest geographic market up to $212,600/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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.