Account Manager, SMB Ramping

Amazon Web Services (AWS); Austin (TX); On-site; USD 92,000 - 160,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

RSUs

Job summary

Amazon Web Services, Inc. in Austin, TX is seeking an Account Manager to own territory strategy and drive revenue across enterprise customers. You will engage C-level decision makers, orchestrate cross-functional teams, and shape go-to-market plans to win new workloads.

You will manage multi-stakeholder deals, build business cases, and collaborate with Solution Architects and Demand Gen teams to accelerate adoption of AWS services.

Qualifications

• Bachelor’s degree or equivalent field experience.
• 4+ years of experience managing multi-stakeholder conversations across technical and business decision-makers.
• Experience using AI to build solutions, develop strategy, and scale impact.

Responsibilities

• Achieving output goals: revenue quota, new customers, new workloads, and pipeline.
• Driving net new business via outbound campaigns and inbound opportunities.
• Expanding services breadth and consumption within existing customers via account planning and management.
• Understanding customers' technology footprint, challenges, and business objectives.
• Forecasting pipeline and sales targets in CRM with reporting tools.
• Managing full enterprise sales cycles: prospecting, demos, discovery, and closing.
• Building and managing cross-functional teams to meet customer needs.
• Leveraging regional partners to acquire new customers and accelerate adoption.

Skills

Multi-stakeholder sales

AI in sales

Data analysis

Verbal & written communication

New business acquisition

Tech sales experience

Education

Bachelor’s degree or equivalent

Tools

Salesforce

CRM reporting tools

Job description

Description

The Amazon Web Services cloud platform helps companies of all sizes transform and reinvent their businesses to meet the needs of their customers and communities around the world. From enabling rapid and individually customized cancer treatments to helping fortune 500 companies meet their carbon emissions goals, the AWS technology stack is the backbone of some of the most innovative solutions to the World’s most pressing problems. According to Gartner, AWS is the leading cloud provider, both in terms of ability to execute and completeness of vision. We are growing our entrepreneurial team of builders to rapidly acquire tomorrow’s customers and shape the future of how technology is deployed.

As an account manager, you will act as the CEO of your territory, diving deep to understand geography and industry nuances which will enable you to conceptualize and execute a comprehensive go-to-market strategy to acquire new customers. You will engage C-level decision makers to support and influence their organizations top strategic priorities. You will develop relationships with all levels within the account, from admins to C-levels, often where no prior relationship exists, and leverage your technical and business acumen to become a trusted advisor to companies across industries, including; Financial Services, Media & Entertainment, Retail, Manufacturing and Healthcare.

Key job responsibilities

• Achieving all output goals including; annual revenue quota, number of new customer and new workloads, and input goals including; pipeline created, progressed and launched


• Driving net new business via customer acquisition by leveraging one-to-many and one-to-one outbound campaigns in addition to qualifying and progressing inbound opportunities from marketing and partner channels


• Expanding services breadth and consumption within your existing customer base via account planning and management


• Understanding the technology footprint and technical challenges and business objectives each one of your customers faces


• Accurately tracking activity and forecasting pipeline and sales targets in CRM (Salesforce) with ability to leverage self-service reporting tools


• Managing full enterprise sales cycles including prospecting, demos, discovery, building technical and business cases, negotiating and closing deals


• Building and managing cross-functional internal teams including Demand Generation, Partner and Solutions Architects to meet the unique needs of customers


• Leveraging the regional consulting and technology partner ecosystem to acquire new customers and accelerate service adoption and revenue

Innovating new and creative ways to help Greenfield customers adopt the cloud across regions, and supporting the broader rollout of the most effective sales plays

Basic Qualifications

• Bachelor's degree, or experience in a relevant field


• 4+ years of experience managing multi-stakeholder conversations across technical and business decision-makers, with ability to drive consensus and maintain momentum through complex sales cycles


• Experience using AI to build solutions, develop strategy, and scale impact.

Preferred Qualifications

• Experience in identifying a customer need, building a product to meet that need, and launching that product


• Experience in data analysis, with the ability to interpret and draw insights from data to inform decision-making processes


• Can show strong verbal and written communication skills


• Track record of top performance in a new business acquisition role where majority of activity was contact acquisition, cold calling and outbound email prospecting


• Technical B2B sales experience, ideally in a solution-sales / technology-related environment


• Proven excellence in a consultative/solution selling environment


• Ability to work collaboratively in a fast-paced, matrixed team environment


• A passion for technology and a point of view on its trends and future implications


• Comfortable operating in ambiguity amid technology and market shifts

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, TX, Austin - 92,400.00 - 160,000.00 USD annually


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Company

Amazon Web Services, Inc.