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Description

AWS is seeking a world class sales professional to manage and grow our relationship with one of the largest Media, Entertainment, and Games companies in the world. Of particular importance will be the pursuit of net-new customer engagement and incremental business opportunity across the full breadth of this customer’s global landscape. You will build and maintain key relationships, develop and manage opportunities, monitor deployment projects and engage extended team resources to scale. You will define a CXO relationship strategy across the account and engage AWS senior leadership teams for executive sponsorship and alignment, advancing a strategic business partnership and maintaining a trusted advisor relationship at all levels of the customer organization.

The ideal candidate will have a mixture of business and technical experiences that enables them to understand problems faced by the world’s largest and most successful movie, television, and game studios. This person should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, then build and convey compelling value propositions that address customer needs. A successful candidate will work with prospects, customers, partners, Global Account Managers, and internal teams to consistently meet and exceed sales quotas. Ownership, drive, scrappiness, and a love of the industry are additional keys to success in this role.

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 (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.

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.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

Key job responsibilities

The GAM is responsible for selling at the most strategic levels within the account and implementing a broad strategy for earning customer acceptance and service implementation. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests.

A priority for this role will be to enhance and expand direct Line-of-Business customer engagement. While partnership with IT and technology teams will remain core to the role, growth of net-new LOB business and the potential for LOB partnership will be a differentiating capability for this role.

• Collaborate in the development and execution of Global Account strategies

• Maintain a robust sales pipeline within target accounts and track in Salesforce.com

• Create and close opportunities from start to finish – full sales cycle ownership

• Create a high level network for events and follow up, working closely with closed loop marketing

• Work with partners to extend reach & drive adoption

• Break into new lines of business groups within the defined Global Accounts

• Consistently overachieve targets through a customer-obsessed approach

• Manage numerous requests concurrently & strategically

• Work in a team environment with multiple Global Account Managers

Basic Qualifications

• 10+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives

• 10+ years with a successful track record in large complex deal negotiations

• 10+ years of business development, partner development, sales or alliances management experience

• Bachelor's degree in business or technology or equivalent work experience

Preferred Qualifications

• A strong understanding of AWS and/or technology as a service (Iaas, SaaS, PaaS)

• Experience managing large enterprise accounts within the Media & Entertainment and/or Games industries

• Familiarity with Media & Entertainment and/or Games specific applications, workflows and partner ecosystem is a plus

• Professional Network in the Media & Entertainment and/or Games industries

• Excellent interpersonal, verbal and written communication, analytical and presentation skills

• Experience communicating and presenting to senior leadership

• Strong leadership skills

• Strong C-Suite engagement skills

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $153,000/year in our lowest geographic market up to $252,900/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits . This position will remain posted until filled. Applicants should apply via our internal or external career site.