Strategic Pursuit Lead, ProServe HQ-ProServe Services Business Development

2 weeks ago


Sydney, New South Wales, Australia Amazon Full time
About the Role

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.

This Strategic Pursuit Leader 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.

Key Responsibilities
  1. Lead Large Enterprise Deals: Lead a customer opportunity from start to finish for a specific industry or area.
  2. Partner with Stakeholders: 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).
  3. Develop Strategic Pursuit Strategy: 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.
  4. Lead Cross-Functional Teams: Lead cross functional pursuit teams and drive momentum on key deliverables to drive sales velocity.
  5. Establish Repeatable Processes: Establish mechanisms and frameworks for strategic pursuits that are repeatable and enable ProServe leaders to build a pipeline of large deals.
  6. Provide Feedback and Insights: 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.
  7. Ensure Smooth Deal Handover: 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.

Requirements
  1. 10+ Years of Experience: 10+ years of experience in consulting sales with 5+ years in supporting large complex strategic opportunities.
  2. Demonstrated Success: Demonstrated success in shaping and closing large, strategic, complex deals and proven success in ensuring delivery of the deal was successful.
  3. Executive-Level Experience: Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, and legal.
  4. Strong Analytical and Presentation Skills: Strong analytical and presentation skills and the ability to articulate complex concepts to cross-functional audiences.
  5. Education: Bachelor's degree required; MBA preferred.
  6. Direct Field Experience: Direct field experience in working with large enterprise accounts.
  7. AWS Knowledge: Knowledge of AWS products and services.
  8. Excellent Communication Skills: Excellent written and verbal communication skills.


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