Senior Account Manager- Dept of Energy / NNSA, Federal Civilian Sciences

Account Manager

Amazon Web Services is seeking a self-starter to own revenue generation in the Federal Civilian Cloud Computing business. AWS is looking for a team player with focus on increasing awareness and adoption of Amazon Web Services by engaging with the Department of Energy (DOE) and National Nuclear Security Administration (NNSA) directly, along with an eco-system of solutions providers who are reinventing their IT strategy by adopting and delivering cloud computing solutions.

As an Account Manager within Amazon Web Services (AWS) you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology. Your broad responsibilities will include developing and managing a growing customer base across the DOE / NNSA. You will drive business and technical relationships with urgency, helping to define, identify, and pursue key cloud related opportunities. This includes determining the most effective go-to-market strategies, and collaborating with the Technical, Sales, Legal, Marketing, Product, Contracts and Executive leadership along the way. Work as a team with the Federal Civilian Sciences sales manager and account team to help define customer-focused account strategies. Teaming with the customer's IT and Lines of Business organizations to build strategic relationships across the account, articulating a clear vision and value, and generating enthusiasm, while impacting all business groups.

You will define a CXO relationship strategy within the account, including engaging with AWS senior leadership team for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction. The ideal candidate will be team oriented while being a self-starter who is prepared to own, define, develop and execute a business plan and consistently deliver on revenue targets while thinking strategically about long term customer outcomes.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS / SCI security clearance.

Key job responsibilities include :

• Partner with the customer to ensure they are successful using our cloud services at all levels within the agency and across labs for areas of collaboration.
• Understand the CXO and missions' business and technical requirements and work closely with the internal teams to guide the direction of our product offerings.
• Accelerate customer adoption and ensure customer satisfaction.
• Set a strategic sales plan aligned with broader direction of AWS.
• Develop and execute against account plan, and meet and exceed your targets
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Identify specific prospects / partners / channels to approach while communicating the specific value proposition for their business and use case.
• Serve as a key member of the AWS Public Sector team in helping to drive overall AWS adoption.
• Understand the technical considerations and certifications specific to the public sector.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Prepare and deliver quarterly and annual territory reviews to the senior management team to align with revenue growth expectations.
• Manage complex contract negotiations and liaison with the contracts and legal group.
• Moderate travel required when appropriate

About the team : Diverse Experiences

AWS 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.

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Work / Life Balance

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Basic Qualifications :

Travel up to 50% of the time

7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives, or similar Government Program Management experience

10+ years of business development, partner development, sales, or Federal program management

Preferred Qualifications :

5+ years of building profitable partner ecosystems experience

Experience developing detailed go to market plans

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.