US, Sr Mainframe Specialist Sales, US Financial Services Specialist Sales

Amazon; United States; Remote; USD 128,000 - 213,000; Full time

Job summary

Join a forward-thinking company as an AWS Mainframe Modernization Specialist Seller, where you will drive adoption and revenue growth for AWS services. This role involves engaging with customers to understand their mainframe modernization goals and aligning them with AWS solutions. You will leverage your consultative expertise to become a trusted advisor, guiding customers in migrating and deploying AWS solutions to unlock new value streams. With a focus on building strong relationships and executing effective strategies, you'll play a pivotal role in propelling AWS's revenue growth while helping customers stay ahead in a rapidly evolving technological landscape.

Qualifications

• 7+ years of full sales cycle, technology sales or equivalent experience.
• Experience driving new business in accounts at the C-suite level.
• Financial sales skills including creating TCO and ROI proposals.

Responsibilities

• Drive sales efforts and define GTM strategies within assigned accounts.
• Engage with customers to assess their mainframe environments.
• Lead presentations at multi-customer events to drive demand.

Skills

Full sales cycle experience

Mainframe sales experience

Business development

Financial sales skills

Sales CRM tools (Salesforce)

Negotiation skills

Education

Bachelor's degree

MBA

Tools

Salesforce

Job description

Are you a customer-focused builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Mainframe expertise, and sales skills necessary to help companies modernize & transform their industries by positioning Amazon Web Services (AWS) as the best place to run their workloads? Do you love building new strategic and data-driven businesses? Join the US AWS Global Sales organization as an AWS Mainframe Modernization Specialist Seller!

As an AWS Mainframe Modernization Sales Specialist on our US Financial Services team, you will be at the forefront of driving adoption and revenue growth for AWS's services. Your role will involve identifying high-value customer opportunities within a specific territory and engaging with AWS customers to understand their mainframe modernization goals and align them with AWS solutions. You will leverage your consultative expertise to become a trusted advisor, guiding customers in migrating and deploying AWS solutions & services to unlock new value streams and support high value workloads. With a passion for developing high-potential opportunities and executing effective strategies, you will own the full-cycle sales engagement plan, from identifying qualified leads to realizing revenue. You will understand a customer's business initiatives, help craft account plans to achieve those initiatives, identify and drive opportunity win plans to enabling those business initiatives, and ensure successful launch to realize both customer vision and AWS revenue. You will earn trust with IT, Infrastructure executives and Line of Business leaders. You will understand detailed business drivers in your forecast and intentionally work the best opportunities that maximize your ability to hit revenue goals.

Furthermore, you will maintain an in-depth knowledge of AWS's Mainframe Modernization & Migration services and relevant cross-functional areas to build strong relationships with customers. By driving the adoption of advanced technologies, you will play a pivotal role in propelling AWS's revenue growth while helping customers stay ahead of the curve in a rapidly evolving technological landscape. You can describe the "why" and "what" of mainframe modernization use cases and technical solutions at a 200-level, with the detailed "how" being provided by solution architects. You can conduct compelling executive conversations on the transformational possibilities of cloud and data management, resulting in subsequent meetings with the wider team.


Key job responsibilities
• Accelerate customer adoption by defining and implementing GTM strategies within your assigned accounts and technology domain.
• Ideate with Line of Business and C-suite leaders, building trust with your deep technical expertise, and following through to help solve their most compelling business problems.
• Drive sales efforts spanning multiple lines of business with decision-making authority and budget ownership.
• Act as the customer front line Mainframe domain specialist within your accounts
• Partner with customers to run assessments of their mainframe environments, lead technical discovery sessions and position AWS services to support critical workflows.
• Map the application of technology to customer business scenarios that help our customers understand how to improve their operational outcomes through the use of AWS Mainframe Modernization services.
• Develop and deliver compelling ROI & TCO proposals to drive adoption of AWS Mainframe Modernization Solutions.
• Lead presentations at multi-customer events to drive demand for AWS Mainframe services.
• Provide a strong operational command of your business, dive deep to understand trends across your territory and forecast accurately.
• Internally evangelize the benefits of our Mainframe Modernization services, programs and industry-specific solution benefits to scale your business through our Core account managers.
• Engage systems integrators and closely collaborate with AWS partners to deliver maximum customer value.
• Gather voice-of-customer insights to inform product roadmaps and enhance the customer experience.
• Build and innovate: Co-Develop GTM motions on new product launches and work with product teams on the creation of innovative new services.

A day in the life
You’re surrounded by innovation. You’re empowered with a lot of ownership. Your growth is accelerated. The work is challenging. You have a voice here and are encouraged to use it. Your experience and career development is in your hands. We live our leadership principles every day. At Amazon, it's always "Day 1".

About the team
Diverse Experiences: Amazon 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, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

• 7+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience
• 7+ years of developing, negotiating and executing business agreements experience
• 5+ years of Mainframe sales experience
• Experience driving new business in accounts at the C-suite level
• Financial sales skills including the ability to create proposals with TCO and ROI models
• Experience with sales CRM tools such as Salesforce or similar software
• Bachelor's degree

• MBA
• 3+ years in sales covering the Financial Services industry


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. 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.