Strategic Pursuit Lead, Proserve Hq-proserve

3 months ago

Sydney, Australia Amazon Web Services Australia Pty Ltd Full time

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

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small
- and mid-market accounts to enterprise-level customers including public sector.
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
- 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
About the team
Diverse Experiences
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 Culture
Here 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 Growth
We’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 Balance
We 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.
- Direct field experience in working with large enterprise accounts
- Knowledge of AWS products and services
- Excellent written and verbal communication skills

**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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