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Description

Are you interested in working with State and Local Government and Higher Education customers as they navigate where to use market-leading Software as a Service (SaaS) solutions built on AWS? Does the prospect of empowering an organization's cloud transformation success by aligning Independent Software Vendors (ISVs) with key business and IT objectives excite you?

Amazon Web Services (AWS) is seeking an accomplished Sales Representative to drive SaaS solution engagements with State and Local Government, Higher Education, GovTech, and EdTech organizations. As an ISV Sales Manager (ISM) within AWS, you will have the opportunity to drive the expansion and adoption of innovative cloud SaaS solutions for an assigned territory. The ISM role is responsible for creating, driving and closing new sales opportunities with AWS Field Sellers, ISVs and customers. You will be responsible for enabling co-sell with ISV partners and AWS Account Managers to generate net new revenue and drive expansion of SaaS renewals. You will accelerate growth of SaaS solutions sold through Marketplace Channel Partner Private Offers.

The ideal candidate will possess industry knowledge and a ISV sales background that enables them to drive an engagement at the CXO level, as well as with the software developers and IT architects to convey compelling SaaS solutions to solve customer needs. You should have demonstrated ability to create and execute a go to market strategy and think strategically about to address customer priorities and technical challenges.

Key job responsibilities

• Develop and execute territory sales strategy and customer engagement plan that drives revenue through the renewal, expansion and adoption of SaaS solutions

• Prepare and deliver business reviews to senior management team regarding quarterly and year strategies that align with revenue growth expectations.

• Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help meet the set goals.

• Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between ISVs and the AWS field organizations.

• Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’s adoption solution stages. Hold reviews with both ISV and AWS Account Managers to identify best practices to leverage or lessons to be learned.

Moderate Travel Required.

Basic Qualifications

• Bachelor's degree or equivalent

• 5+ years of full sales cycle, technology sales or equivalent business development, sales engineering/consulting or equivalent experience

• Demonstrated performance operating in greenfield territory where strategy, and go-to market may not be defined.

• Demonstrated success impacting team goals and initiatives.

• Demonstrated experience working with internal and external stakeholders on complex initiatives.

Preferred Qualifications

• Experience with sales CRM tools such as Salesforce or similar software

• Experience in engineering, computer science, or MIS

• Experience driving new business in greenfield accounts at the C-suite level or equivalent

• Experience selling SaaS solutions and Managed Services.

• Experience exceeding sales targets using a consultative, customer-focused approach.

• Experience working with customers, and partners (such as ISVs and Resellers).

• Experience with contract and statement of work development.

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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.