Description The AWS Professional Services Business Development (PSBD) team is focused on helping our customers across all industry segments to think big, plan, design and deliver large scale enterprise transformations that results in measurable business outcomes (revenue growth, efficiency gains, operational optimization, accelerated innovation). In this Enterprise Service Manager role you will be involved in the critical phases of the sales life-cycle (Sales Strategy, Proposal Development, SOW, Commercial Negotiations, and Closure) and work with both internal and external stakeholders at C-level, IT, and various lines of business to meet their business outcomes. You will collaborate with private pricing, go-to-market, pan-Amazon, AWS services teams in designing, shaping and closing large transformational deals. You will work with the partner organizations in establishing the right delivery structure for large programs and accounts. Key job responsibilities - Manage strategic customer opportunities, influencing customers across senior executive layers, various functions including multiple buying personas that approve the decision, middle management that provides recommendation - Partner with Strategic Customer Engagement teams, Professional Service (ProServe) field teams, Partner organizations, Sales counterparts to define the right deal structure for execution of complex deals, finalize and close deals - Develop a clear set of milestones, deliverables, articulate the assumptions, and shared responsibility and own developing SOWs for each opportunity - Work in collaboration with local ProServe sales, build strategic alliances with senior customer executives and co-develop pursuit strategy by bringing the wider AWS offerings and services to create differentiated solutions for large strategic accounts. - Guide cross functional pursuit teams and drive momentum on key deliverables to drive sales velocity. - Establish mechanisms and frameworks for strategic pursuits that are repeatable and enable ProServe teams to build a pipeline of large deals. - Ensure smooth handover of closed deals to ProServe, Partner, and Global Competency Center (GCC) delivery leads for seamless execution. - You will be responsible for shaping and strategizing large consulting deals, managing major enterprise accounts, and contributing to the company's senior team, requiring extensive experience in high-value professional services sales. About the team Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. 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 (gender 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. Basic Qualifications - Bachelor's degree with 7+ years of experience in consulting sales. - 5+ years of experience in supporting large, complex strategic/enterprise transformational initiatives, with a proven track record of shaping, closing, and ensuring successful delivery of large, strategic, and complex deals. - Experience working with, presenting to, and negotiating with C-level executives, as well as teams from IT, lines of business, procurement, finance, and legal. - Experience managing and growing a large deal pipeline ( 3x book target) of $75 million or more and an annual booking goal of $25 million. - Experience in pursuit, capture and closure of large, enterprise cloud solutions. Preferred Qualifications - MBA or Master’s Degree. - Strong analytical and presentation skills, with the ability to articulate complex concepts to cross-functional audiences. - Experience in Pre-Sales and/or Sales of Cloud based Solutions. - Experience with contract and statement of work development and senior level executive engagement, relationship management and advisory experience. - Evidence of growth in and achievement of professional services sales and delivery goals and targets. 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. 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 $138,200/year in our lowest geographic market up to $239,000/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. 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.