Strategic Pursuit Lead

3 weeks ago

Sydney, New South Wales, Australia Amazon Full time

A Strategic Pursuit Leader within AWS Professional Services will work with customers and the wider AWS organization on strategic, large, complex opportunities and enable customers to adopt AWS by taking ownership of their transformation. You will be involved in the critical phases of the sales life-cycle (Sales Strategy, Proposal Development, SOW, Commercial Negotiations, and Closure) and work with both internal and external stakeholders at C-level, IT, and various lines of business to meet their business outcomes. You will work with leaders in the private pricing, go-to-market, pan-Amazon, AWS services teams in designing, shaping and closing large transformational deals. You will work with the partner organisations in establishing the right delivery structure for large programs and accounts

Key job responsibilities

The primary job duties are:


• Lead a customer opportunity from start to finish for a specific industry or area


• Partner with ProServe leaders, Partner organizations, Sales counterparts and Strategic Customer Engagement teams to define the right structure for execution of large complex deals (including qualification)


• Work in collaboration with local ProServe sales leaders, build strategic alliances with senior customer leaders and co-develop pursuit strategy by bringing the wider AWS offerings and services to create differentiated solutions for large strategic accounts


• Lead cross functional pursuit teams and drive momentum on key deliverables to drive sales velocity


• Establish mechanisms and frameworks for strategic pursuits that are repeatable and enable ProServe leaders to build a pipeline of large deals


• Provide feedback to Sales and Delivery Excellence function on necessary process improvements and determine tools and enablers required to create self-service mechanisms for field teams


• Ensure smooth handover of closed deals to ProServe delivery leads for seamless execution

This role is part of senior leadership team in ProServe and is seeking senior sales leaders with experience of shaping and strategizing large consulting deals and managing large accounts

We are open to hiring candidates to work out of one of the following locations:

Sydney, NSW, AUS

Basic Qualifications

  • Lead a customer opportunity from start to finish for a specific industry or area
  • Partner with ProServe leaders, Partner organizations, Sales counterparts and Strategic Customer Engagement teams to define the right structure for execution of large complex deals (including qualification)
  • Work in collaboration with local ProServe sales leaders, build strategic alliances with senior customer leaders and co-develop pursuit strategy by bringing the wider AWS offerings and services to create differentiated solutions for large strategic accounts
  • Lead cross functional pursuit teams and drive momentum on key deliverables to drive sales velocity
  • Establish mechanisms and frameworks for strategic pursuits that are repeatable and enable ProServe leaders to build a pipeline of large deals
  • Provide feedback to Sales and Delivery Excellence function on necessary process improvements and determine tools and enablers required to create self-service mechanisms for field teams
  • Ensure smooth handover of closed deals to ProServe delivery leads for seamless execution
  • This role is part of senior leadership team in ProServe and is seeking senior sales leaders with experience of shaping and strategizing large consulting deals and managing large accounts

Preferred Qualifications

  • 10+ years of experience in consulting sales with 5+ years in supporting large complex strategic opportunities
  • Demonstrated success in shaping and closing large, strategic, complex deals and proven success in ensuring delivery of the deal was successful
  • Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal
  • Strong analytical and presentation skills and the ability to articulate complex concepts to cross-functional audiences
  • Bachelor's degree required; MBA preferred

Acknowledgement of country:

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:

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, disability, age, or other legally protected attributes.


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