Strategic Customer Solutions Architect

3 weeks ago

North Sydney Council, Australia Amazon Web Services Australia Pty Ltd - D81 Full time
About the Role

We are seeking a highly skilled Strategic Customer Solutions Architect to join our team at Amazon Web Services Australia Pty Ltd - D81.

This is a unique opportunity to engage with AWS customers on strategic opportunities, increase the growth of AWS (APJ), and establish AWS as their key cloud technology provider.

Job Description

As a member of our SCE team, you will be responsible for managing the end-to-end deal cycle for strategic, large, complex or highly competitive deals. You will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure.

This highly visible role will own alignment with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of AWS services, and enable private pricing, go-to-market, pan-Amazon, and other strategic relationships.

You will work collaboratively to drive results by partnering with AWS customers, AWS field sales executives, and other internal stakeholders to empower our customers to evolve, address challenges, and create innovative solutions.

Company Overview

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.

The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success.

AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

Key Responsibilities
  • Lead negotiations and customer closure for strategic, large, complex or highly competitive deals.
  • Develop and shape the overall deal strategy and structure to meet customer business outcome and goals.
  • Contribute to developing AWS's value proposition and solutions.
  • Drive revenue growth and Cloud adoption.
  • Closely collaborate with key stakeholders across the organization for APJ regional public sector sales teams, and related regional and global stakeholders (Service Teams, Finance, Legal, etc.).
  • Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities.
  • Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes.
  • Develop strategies for pricing and discounts; effectively communicate and identify deal blockers.
  • Lead or support presentation of deal proposals to Customers.
Required Skills and Qualifications
  • At least 12+ years demonstrated success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure.
  • 12+ years of experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal and internal stakeholders for sizeable commercial/enterprise deals.
  • Bachelor degree in Business, Economics, Technology or Finance (or equivalent work experience).
Benefits

We offer a competitive salary package of $150,000 - $200,000 per annum, depending on experience, plus superannuation and annual leave provisions.

We strive to provide a diverse and inclusive work environment where our employees can grow and develop their careers.

Our company values include being Earth's Best Employer, fostering a culture of innovation and creativity, and embracing diversity and inclusion.

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.

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.

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