AWS Sales Account Manager - Higher Education id-12271
About the position
As an Account Manager within Amazon Web Services (AWS), you will play a pivotal role in driving revenue and market share for AWS in the higher education sector. This position offers a unique opportunity to engage with education customers, helping them to transform their IT services and enhance the student experience through the adoption of cloud-based technologies. You will be part of a dynamic team that is focused on increasing awareness and adoption of AWS, and you will work in a fast-paced, entrepreneurial environment that is at the forefront of Amazon's innovation in cloud computing. Your primary responsibilities will include developing and managing a growing customer base within higher education accounts.
You will be tasked with deepening business and technical relationships, launching new customer services, and defining key opportunities for AWS. This will involve determining effective go-to-market strategies and collaborating with various teams, including AWS Solution Architects, Partners, Legal, Marketing, Product, Capture/Contracts, and Executive leadership. You will also be responsible for establishing executive relationships with customer line-of-business leaders and articulating strategic territory and account plans that align with AWS's overall direction. In this role, you will need to understand the technical considerations, certifications, and procurement processes specific to the public sector. You will identify specific prospects, partners, and channels to approach, ensuring that you communicate a relevant value proposition to your customers.
Your day-to-day interactions will involve working closely with customers to help them understand cloud use cases, ensuring their success with AWS services, and guiding their IT development teams in building the necessary technical resources to fully embrace cloud services. Additionally, you will collaborate with AWS's Legal team to manage complex contract negotiations and maintain an accurate pipeline of business opportunities. Your efforts will culminate in preparing
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Responsibilities
- Drive revenue and market share in a defined region of named accounts.
- Establish executive relationships with customer line-of-business leaders.
- 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/channels to approach while communicating a relevant value proposition for your customer.
- Work closely with customers to ensure that 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 team(s) to guide the direction of our product offerings for developers.
- Collaborate with AWS's Legal team 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 the senior management team regarding quarterly and yearly strategies that align with revenue growth expectations.
- Accelerate customer adoption and ensure customer satisfaction.
Requirements
- 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience.
- Bachelor's degree or equivalent.
Nice-to-haves
- Experience driving new business in greenfield accounts at the C-suite level or equivalent.
- Experience with sales CRM tools such as Salesforce or similar software.
- Experience selling to a variety of higher education institutions (4-year state and private universities, community colleges, technical colleges).
Benefits
- Flexible work hours and arrangements
- Mentorship and career growth opportunities
- Diverse and inclusive workplace culture
- Employee-led affinity groups and ongoing learning experiences
