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Amazon Sr. Account Manager - Category IT/Office, Managed Spend Commercial Team in Madrid, Spain


Come be a part of a rapidly expanding $25 billion dollar global business. At Amazon Business, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations reimagine buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business, unlocking our potential worldwide.

Are you a top performing B2B sales champion looking to own driving an indirect category spend growth strategy among the largest businesses in the world? Are you an expert in helping businesses manage their indirect spend more effectively through creating prescriptive procure-to-pay solutions?

The Amazon Business team is dedicated to developing solutions that make procurement easy for businesses. Category Adoption Managers are an integral component to the team, acting as subject matter experts in procure-to-pay to advise our largest customers on cutting-edge modes of spend management. As a Category Adoption Manager, you will have the exciting opportunity to co-own the acquisition sales motion with our largest Customers, while helping develop the forward-looking go-to-market strategy. The ideal candidate will have B2B sales experience identifying, developing, negotiating and closing large-scale deals. The candidate should be a self-starter with a proven track record of meeting and exceeding goals, preferably with experience selling managed spend solutions for the Office and/or IT categories. The ideal candidate collaborates with partner teams effectively and influences business partners to achieve the best customer experience.

This role can be located in the following AB locations: London (UK), Munich (Germany), Paris (France), Milan (Italy) or Madrid (Spain).

Please note for this role you will be required to come to the office three days a week.

Key job responsibilities

• Engage in deep discovery with customers to advise on ideal procurement solutions utilizing a diverse suite of product features.

• Exceed targets for new business acquisition.

• Lead the management of Category Adoption proposals

• Strategically manage relationships with multiple senior stakeholders within existing customer accounts.

• Relay market needs and requirements back to internal Amazon teams including Product, Tech and Vendor Management teams, often via writing.

• Educate Customer Advisors to scale your category expertise across stakeholder. Partner with them to identify large-scale opportunities and navigate proposal management processes to produce winning proposals

• Represent the Voice of Customer by working cross-functionally with sales enablement, marketing, sales operations, professional services, and other key internal Amazon stakeholders.

• Prioritize collaboration with selling partners to maintain high levels of customer engagement and mindshare.

• Analyze sales data from your accounts to evolve your strategy over time and inform the business.

Basic Qualifications

  • Several years professional experience in outside Sales and/or Business Development.

  • Experience in B2B Solution Sales of Office and/or IT

  • Experience and expertise communicating with and influencing senior business decision makers (VP+)

  • Effective pipeline management strategy with multi-phase execution and delivery: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, and negotiation.

  • Experience using analytical, account management, and productivity tools including SalesForce, QuickSight and Microsoft Office Suite (particularly Excel).

  • Bachelor's degree or equivalent

Preferred Qualifications

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

  • Proficiency in german, Spanish, French and/or italian

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.