Enterprise Service Manager

* Consulting experience with Business, Digital, or IT Transformation experience in customer-facing roles
- Experience working with matrix organizations and delivering against sales quota and an understanding of the topics around enterprise IT, Digital transformation, IoT, Analytics, Machine Learning, Operations or business support systems.
- A proven track record of positioning, negotiating and delivering large-scale enterprise IT projects
- Professional Services or Consultancy sales experience in ANZ

Job summary

Are you interested in working with the largest enterprise organizations in Australia as they navigate through some of the most dynamic and disruptive transformation projects in their organization's history? Does the prospect of empowering these organizations cloud transformation success by aligning professional services to critical business and IT outcomes, overseeing and assessing engagement delivery, driving a holistic partner strategy and providing insight to accelerate rate of execution/adoption of cloud technology excite you?

The Amazon Web Services Professional Services team is looking for a Leader that can manage the working relationship with large organizations, develop a long-term Professional Services strategy and execute that strategy within those accounts. The ESM is a trusted advisor for our largest and most committed customers. The role includes all aspects of Business and Digital transformation consulting, business development, relationship development, sales of Professional Services, delivery oversight, and program management in those accounts.

Professional Services engage in a wide variety of projects for customers and partners, providing collective experience from across the AWS customer base and are obsessed about strong success for the customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered and drive feature innovation based upon customer needs.

Key job responsibilities

We are looking for someone who is passionate about:

- Identify, develop & sell specific opportunities and supporting business cases for Enterprise customers
- Engage with customers to understand their business drivers and align with AWS technology and execution through AWS professional services and partners.
- Development of long-term Cloud, Digital, and Business Transformation strategy for customers
- Identify & develop specific transformation opportunities and create supporting business & financial cases supporting the case for change
- Deal shaping, including staffing estimations, deal pricing, and proposal development
- SOW development, contract negotiations & deal closure
- Collaborating on Innovation Accelerator workshops with customers, designing and running digital experiments, and scaling through professional services
- Overseeing delivery of projects in nominated accounts, ensuring high quality delivery and alignment to the business case value
- Supporting customer CxO's, communicating business value, program schedule, and owning mitigation of delivery risks & issues
- Act as single person of contact for customer executives, developing deep, and trustful relations
- Educate customers on AWS services and translate those into a clear business value proposition
- Exposure to public cloud computing or with a major enterprise software or infrastructure provider
- Experience enabling sell-through, sell-to and sell-with motions
- Knowledge in the areas of lean enterprise, digital innovation, digital strategy and/or product development
- Exposure to large-scale digital or lean transformation projects 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.