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Amazon Web Services Head of Consulting Sales - Global and Mid-market Enterprises Segment - AWS Professional Services in India

Description

Job summary

The Amazon Web Services Professional Services team (ProServe) is looking for Head of Consulting Sales (Customer Segment Team Practice Leadership) for Global Enterprises segment for India/South Asia. Our Sr Customer Practice Managers (CPM) lead significant customer programs during the solution and pursuit stages, develop a long-term Professional Services strategy and execute that strategy with those customers. The CPM is a trusted advisor for our customers and the role includes all aspects of business development, deal structuring, deal support and closure in those accounts.

AWS Professional Services engages in a wide variety of projects with customers and partners, providing collective experience from across the AWS customer base. We are obsessed about successful outcomes 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 at the right time, and drive feature innovation based upon customer needs.

• Envision and inspire customers. Act as trusted advisor to cultivate customers for life.

• Enable cloud transformation - develop long term Cloud Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks

• Think big - ability to assess customer marketplace circumstances, organizational readiness, and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large, complex multi-month programs which include multiple ProServe engagement services

• Lead great people - build high performing teams of Consulting Sales Leaders and Consultants with superior technical depth and outstanding customer relationship skills

• Lead and support the commercial relationship - plan and implement a portfolio of projects, including budget & deliverable responsibilities, drive proposal construction, including Deal shaping, estimations and deal pricing, conduct contract negotiations and closing. Execute contracts as single person of contact for Customer executives, developing deep and trustful relations

• Engage customers. Collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers

• Educate customers on AWS services and translate those into a clear business value proposition

• Identify & develop specific opportunities and related business cases

• Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps

• Overseeing delivery of projects in account, ensuring high quality delivery and converting customers and partners into external references.

This is a customer facing role. You be required to domestic cross-country travel to client locations to meet customer CxOs and oversee delivery of professional services when needed.

This role is open for Mumbai/Delhi/Bangalore.

BASIC QUALIFICATIONS

Basic qualifications

• BE/BTech degree or equivalent experience; Computer Science or Math background preferred. MBA Preferred.

• 20+ years of IT consulting/management experience, with demonstrated IT Transformation experience in customer-facing roles.

• 15+ years design/implementation/consulting experience with distributed applications

• 15+ years of experience in technology/software sales, pre-sales, or technical consulting in customer-facing roles

• Outstanding customer relationship management experience and collaboration skills.

• Executive Gravitas. Excellent written and verbal communication skills, including group leadership and executive presentations.

• Prior experience driving Bookings/Signings for Consulting Services

• Understanding of infrastructure-as-a-service (IaaS) cloud computing transition challenges.

• Experience running large Consulting Services Practices

• Ability to travel to client locations services as needed.

• Demonstrated ability to work creatively and analytically in meeting customer needs

Preferred qualifications

• Vertical industry sales and delivery experience of cloud services and solutions. (Telco / Media & Entertainment / Manufacturing / Consulting & Systems Integrators)

• Business development experience including complex agreements w/ integrators and ISVs

• Familiarity with compliance & security standards across the enterprise IT landscape.

• Demonstrated ability to think strategically about business, product, and technical challenges.

• Proven track record of managing and delivering large-scale enterprise IT projects

• Experience with software development life cycle (SDLC) and agile/iterative methodologies required, commensurate modern certifications AWS, Agile, Scrum, SAFe, etc

• Demonstrated ability to work creatively and analytically in meeting customer needs.

• CxO relationships with Indian enterprises and MNCs' India centers

• International consulting or professional services sales and delivery experience with global F500 enterprise customers and partners.

• Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets.

• Enterprise IT management frameworks (e.g. COBIT, ITIL)

• Broad Enterprise systems experience including SAP, Oracle, and custom applications.

• Designing, building, and operating global IT processes and infrastructures

PREFERRED QUALIFICATIONS

  • Vertical industry sales and delivery experience of cloud services and solutions. (Telco / Media & Entertainment / Manufacturing)

  • Business development experience including complex agreements w/ integrators and ISVs o Familiarity with compliance & security standards across the enterprise IT landscape.

  • Demonstrated ability to think strategically about business, product, and technical challenges.

  • Outstanding customer relationship management experience and collaboration skills.

  • Demonstrated ability to work creatively and analytically in meeting customer needs.

  • CxO relationships with Indian enterprises and MNCs' India centers

  • International consulting or professional services sales and delivery experience with global F500 enterprise customers and partners.

  • Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets.

  • Enterprise IT management frameworks (e.g. COBIT, ITIL)

  • Broad Enterprise systems experience including SAP, Oracle, and custom applications.

  • Designing, building, and operating global IT processes and infrastructures

  • Excellent written and verbal communication skills, including group leadership and executive presentations.

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