• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 8+ years of business development, partner development, sales or alliances management experience

Desirable

• The Global Financial Services Account Manager is responsible for partnering with the customer to build strategic relationships, articulate a clear vision and generate business value
• The GAM is responsible for selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and service implementation
• The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests
• This includes dotted line responsibility for downstream sales and technical resources
• Developing formal case studies and other forms of references highlighting activity and workloads running on AWS is core to the role
• Leading and directing the AWS customer account team
• Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically CxOs, at the customer
• Working closely with internal AWS teams (executives, solution architects, business development, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution for customers
• Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels
• They should have a strong leadership presence and be able to command a room in a meeting. They should be seen as an authority in communicating via email, phone, and face to face. They must be 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 the sales pipeline via Salesforce and facilitating all stages of a sale
• Participates and leads in the negotiation and closing of legal agreements, such as EAs, and contracts, such as PPAs
• Maintains an operating knowledge of AWS’s service catalog and is able to relate them to solving customers’ business problems
• Helps define product requirements by understanding and evangelizing the needs of customers. 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