DescriptionAWS is one of Amazon’s fastest growing businesses, servicing millions of customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest Media companies like Comcast Corporation (owners of NBCUniversal and Sky), Disney, Warner Bros. Discovery, Fox, News Corp, and many others.The Media & Entertainment (M&E) industry is under unprecedented transformation, as companies rapidly digitize and stream content to interact with consumers in ways never before thought possible. AWS is actively investing in this space and is looking to help M&E customers create and distribute content and interactive experiences faster and easier.Would you like to be part of a team focused on increasing adoption of the AWS platform by engaging with these types of Companies? Do you have the business savvy and the technical background necessary to help further establish AWS as a leader in M&E?Your responsibilities will include growing and managing a highly talented sales team focused on driving revenue, adoption, and market awareness in this market segment. This includes developing and accelerating the most effective go-to-market strategies.The ideal candidate will possess a sales management background that enables them to lead a team of senior enterprise account managers with engagements at the CXO level.Additionally, the ideal candidate will have significant experience in leading technical sellers, who work as part of a broader team with solution architects, customer solution managers, industry specialists and more.Key job responsibilities Leads a broad team of account managers who manage business units of significant size, depth, and complexity specifically focused on the M&E Industry. Builds a team culture focused on long-term strategic customer relationships, ensuring AWS’ customer obsession culture remains at the forefront of team’s focus. Aligns multiple stakeholders and lines of business in and across the M&E account that require complex decision making, including multiple company executives across both the customer and AWS. Role requires influencing and orchestrating sales activities and teams across geographies. Deeply understands the opportunities within the M&E customer and their business needs and finds new ways to articulate these as commercial constructs. Represents customer needs and helps define product requirements to improve adoption and overall customer satisfaction. Negotiates critical relationships within the M&E account, suppliers or other external partners. May acts as the escalation point for non-standard agreement terms, including need to employ higher level management to help close agreements. Operates with significant autonomy, taking actions to resolve problems on behalf of their team and/or issues that are impeding the business. Regularly provides learning and expertise that influences broader M&E industry cloud adoption. Interacts with senior management or executive levels to gain support for items that require escalation while writing convincing and professional documents that require limited direction on matters of importance to company or customers, reviews and provides feedback and coaching to members of the team for the same. Builds credibility with, earns the trust of, and influences VP+ client contacts and internal stakeholders. Influential with executive-level leadership. May be required to speak externally or otherwise evangelize AWS platform, services and customers across the M&E industry more broadly.About the teamDiverse ExperiencesAWS 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.Why AWS?Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.Inclusive Team CultureHere at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.Mentorship & Career GrowthWe’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.Work/Life BalanceWe value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.Basic Qualifications 10+ years of technology sales and sales management experience A BA or BS degree in computer science, engineering, business, marketing, or related field (MBA preferred) Strong leadership and people management skills Proven track record of hiring and developing talent and building teamsPreferred Qualifications
Exceptional people-management skills; able to inspire and foster the right behaviors in others through leading by example (Player/Coach)
Experience leading a direct or indirect account team with proven results
Ability to motivate, encourage, and coach others to develop strong relationship building and sales skills
Building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large revenue accounts
Experience and success in negotiating complex deals with customers and partners
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $168,300/year in our lowest geographic market up to $278,200/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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.
