Strategic Pursuits Sales Director

1 month ago

Melbourne, Victoria, Australia Amazon Full time
About the Role

We are seeking a highly experienced Strategic Pursuits Sales Leader to join our Enterprise Transformation team within Amazon Web Services (AWS) Partner Organization. The Enterprise Transformation team focuses on engaging in strategic pursuits with AWS partners, using innovative and disruptive business models to create multi-year deals that drive substantial value for our customers, partner, and AWS.

In this role, you will own and lead strategic deal pursuits (typically $500M+ total contract value), from qualification through contract execution, working with C-level customer and partner executives. You will work backwards from customer and/or partner board/C-Level objectives, to create and execute an innovative sales strategy that drives a win/win business proposition and creates long-term value for AWS, its customers, and its partners.

You will own and run at least two strategic pursuits at any given time. You will influence and earn trust with senior executives at our customers, our partners, and AWS, taking a value-driven approach and securing their sponsorship. You will lead negotiations of commercial and contractual terms for your pursuits, take the deals through stakeholder and executive approvals, and contract signature, and effect a seamless transition/handover to delivery teams.

This is an individual contributor role, to be supported functionally by dedicated pursuit pods consisting of a commercial solutioning lead, a technical solution architect, and a project manager.

Key Responsibilities

- Sell and deliver global multi-tower customer transformations to Fortune 1000 customers.
- Build and rapidly expand the AWS global relationship engaging with, and selling through, some of the top (SIs) in the world.
- Drive revenue growth and cloud adoption to exceed program revenue and pipeline targets.
- Execute go-to-market models through partners that cover areas such as migrations, procurement, workforce transformation, and asset dispensation.
- Interface with internal leadership and external customers at the executive CxO level.
- Closely collaborate with executive stakeholders across the organization, including Field Sales, Business Development, Product, Finance, Marketing, Training, Operations, and Legal.

About the Team

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.

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.

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.

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 empowers 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 and 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.

BASIC QUALIFICATIONS

15+ years of experience in large deal/Strategic pursuit sales, selling on IT Outsourcing, and Transformation (Business and Tech)
- Demonstrated experience and successful track record in effectively engaging and selling large scale IT Outsourcing and transformation (business and tech) to board and C-level stakeholders with Enterprise customers and/or partners. This includes experience with owning commercial and contractual negotiations all the way to closing/contract signature
- Experience using cloud transformation as a value driver for large pursuits
- Broad and deep understanding of Global Systems integrators and large outsourcers, their business models and underpinning business drivers, preferably with experience playing strategic pursuit/large deal sales leader roles with large system integrators and/or outsourcers.
- Highly effective executive level communicator and comfortable working in a high visibility, dynamic, and fast-paced business environment.

PREFERRED QUALIFICATIONS

An evangelist of the cloud era with deep experience in an industry or technology domain
- An Influencer who has strong presentation skills and the ability to articulate complex concepts to cross-functional audiences.
- Experience building business cases for multi-million dollar investments at the CEO level
- Familiarity with selling/managing large multi-hundred million dollar deals, ideally to the Public Cloud
- Understanding of digital transformation drivers and the technology ecosystem that supports them
- Fast learner who can rapidly come up to speed with AWS value tenets, offerings, commercial, and contractual vehicles
- Demonstrates super powers on the following Amazon leadership principles - Think Big, Ownership, Earns Trust, Dive Deep, Have backbone/disagree and commit, and Deliver Results

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