Global Account Manager

Amazon

Amsterdam , NLD

3 dagen geleden

Job summary

We seek an AWS Account Leader in HealthCare Life Sciences who can serve as a trusted adviser to the C-level execs while also hiring and developing a world class multi-function account team.

This person will develop and oversee major strategic collaborations between AWS and Amazon and the customer, collaborations focused on transforming the drug discovery, development, manufacturing and commercialization using AI / ML, cloud technologies, and cultural transformation.

For nearly 15 years, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud platform. AWS offers over 125 fully featured services for compute, stand artificial intelligence (AI), Internet of Things (IoT), mobile, security, hybrid, virtual and augmented reality (VR and AR), media, and application development, deployment, and management from 61 Availability Zones (AZs) within 20 geographic regions and one Local Region around the world, spanning the U.

S., Australia, Brazil, Canada, China, France, Germany, India, Ireland, Japan, Korea, Singapore, and the UK. AWS services are trusted by millions of active customers around the world including the fastest-growing startups, largest enterprises, and leading government agencies to power their infrastructure, make them more agile, and lower costs.

The right leader is customer-obsessed, and capable of inspiring a diverse group of internal resources across engineering, business development, alliances, professional services, marketing and support to earn their customer’s trust and implement a broad strategy for the deployment of AWS technologies.

They will have dotted line responsibility for geographically distributed downstream sales and technical resources and will lead the extended account team to advocate for customer interests across AWS.

In this role, you will lead and influence customers to leverage AWS innovations to power their digital transformation outcomes in the cloud.

This is an exciting opportunity to be part of a fast growing and entrepreneurial organization, bringing innovation and growing the adoption of cloud.

This role will require you to scale a highly complex environment through strategic initiatives. You will also be responsible for building the AWS go-to-market through your dedicated team, cross-functional AWS specialist teams, and AWS Partners.

The ideal candidate will be a self-starter who is prepared to own, define, develop and execute a business plan and consistently deliver on revenue targets while thinking strategically about long term customer outcomes.

The Account Leader will have a desire to innovate, collaborate and invent with customers in the construct of a strategic vendor relationship.

This will require knowledge of cloud, a sales background that includes extensive interaction with C-level executives, and a track record of success closing large, complex, multi-year deals.

In our rapidly growing, fast-paced environment, our sales leaders demonstrate an ability to think strategically and analytically about sales, business, product, and technical challenges.

They leverage creativity to build and convey compelling value propositions and work cross-organizationally to foster alignment and eliminate obstacles. The sales leader will :

Have the ability to earn trust with and influence CEOs and Boards of Directors with their company’s largest accounts.

Engage, orchestrate, guide and coach extended account team members

Partner closely with Sales Leadership Team and field sales organization.

Focus on large, complex opportunities at all stages of the sales cycle.

Effectively leverage and communicate with internal executive resources including CEO, VP of WW Sales and Service Team leadership.

Shape or reshape deals to best meet the needs of our customers and leverage AWS capabilities.

Ensure optimal deal resourcing, approach, and product mix.

Resolve deal escalations.

Have experience working with large global organizations as the primary account relationship manager.

Demonstrate excellent interpersonal, verbal, and written communication, analytical skills and presentation skills.

Possess demonstrated decision-making, creative problem solving, and negotiation skills.

Have the ability to keep pace in a rapidly changing environment, which requires prioritization, constant learning, juggling multiple responsibilities at once, and taking calculated risks.

Key job responsibilities

Provide thought leadership for both AWS and our customers regarding how cloud technologies can transform drug delivery, development, and distribution.

Scale out an integrated go-to-market team in a highly complex environment

Develop relationships and engage with cross-functional and partner ecosystems to extend reach and drive adoption

Build and leverage relationships with internal and external stakeholders to further adoption of AWS services in the market

BASIC QUALIFICATIONS

In addition, the AWS Account Leader must have :

Extensive sales experience with an enterprise technology provider

Strong experience of relationship building and influencing at the C-level of Fortune 50 customers

Experience creating long term transformational account strategies to drive enterprise wide adoption of new technologies at multi-national customers

Have led an account team at a top 10 Life Science company, including with significant C-suite interaction

Experience leading global, cross-functional, virtual teams including solution architecture, inside sales, business development, specialized sales, marketing, professional services and premium support to ensure holistic customer engagement and satisfaction across all business units and subsidiaries of a single, multi-national account

PREFERRED QUALIFICATIONS

BA / BS in Finance, Business or Computer Science or equivalent experience, MBA a plus

Experience selling into or working for a large Healthcare Technology Provider is preferred.

Have led successful digital transformation initiative at a large life science customer.

Experience as an operating executive, general manager, or team leader for a global federated enterprise working with multiple business units and influencing governance and policy is a plus.

Experience in large complex deal negotiations with a successful track record; ability to navigate across AWS and the customer in a trusted advisor / consultative approach;

and, establishing credibility quickly with senior level executives across the organizations.

Professional traits that are not unique to this position, but necessary for Amazon leaders :

Exhibits excellent business judgment

Works backwards from the customer need

Hires great people, develops great people

Has relentlessly high standards

Thinks strategically, but stays on top of tactical execution

Expects and requires innovation of their team

Thinks big and has convictions

Is action and results oriented

Is highly analytical and structured

Has the innate ability to inspire passion in others.

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