3 Strategy-Planning jobs

Do you have a knack for analyzing business deals, and for developing deal terms that represent a win-win for all parties? Can you take complex scenarios and simplify them down to the essentials, crafting elegant terms that are easy to understand and apply? Are you good at defining and communicating streamlined deal workflows, and building consensus around approaches? If so, we are looking for a strong Strategic Customer Engagement Specialist within AWS that who is able to manage the various critical phases of the Deal Structuring (Deal Strategy and Structuring, Negotiations, and Closure) in conjunction with the Account Team and local / management. This includes the following phases: Deal Strategy and Structuring, Negotiations and Closure. Your responsibilities will be focused on our Enterprise Discount Program (EDP), which is the deal construct. This is a customer facing role and is responsible with the field for the deal strategy and structuring, execution and closure of the EDPs both with the customer and internally through the AWS approval process, coordinating critical phases of multiple cycles (Strategy, Structuring, Negotiations and Closure). Will have exceptional skills in the following Deal Execution phases: Deal Strategy, Deal Structuring, Negotiations and Closure. Deal Strategy: This individual will work with the Account Team to set deal objectives. The individual will be able to provide advice on the competitive deal structures and create an actionable strategy to execute the deal. Deal Structuring: You will be able understand the business objectives and create a deal structure that maximizes the value of the opportunity and achieving’s business objectives. The individual works with the Account Team on the opportunity to establish the Bill of Material and Commercial Structure based on various factors: competitive situation, historical purchasing pattern by customer, size of project, and timing. Based on this, the individual can work with the account team to prepare and, in conjunction, present the proposal. Negotiations: You will have experience to be involved with or advise on customer negotiations, including commercial aspects of the deal structure. The individual understands the impact of terms that impact Revenue Recognition, Pricing, Legal, etc. and provide alternative solutions to the Customer (or Account Team). Closure: Will be able to assist the Account Team and customer in final closure of any contractual/legal issues for the deal, including assisting on briefing senior management on issues and driving approvals. Have the ability to: · Formulate, set, and manage strategy with account team to accelerate sales cycle · Initial planning around the opportunity to maximize deal value · Confirm key decision makers and their decision making process · Engage with Customer to evaluate business issues and requirements · Identify key levers to create compelling event to drive closure · Advise and discuss competitive positioning · Advise and construct optimal commercial structure addressing competition and customer requests and business outcomes. · Lead or support presentation of proposal to customer · Develop strategy for pricing and discount structure to maximize value · Formulate competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity · Craft strategy to address competitor’s pressures Define and own close plan with Account Team and customer Lead or support negotiations of terms and conditions of Software License and Professional Services Agreement Coordinate of various Internal Teams (e.g. Finance, Legal, Approvers) deal involvement and input/evaluation BASIC QUALIFICATIONS · Act as trusted advisor to Sales Account team to support the execution of key aspects of the sales cycle for strategic, complex, or highly competitive opportunities · Stays current and informed on all new market trends and sales campaigns, understanding their objectives and relevance, and applying them across sales organization/region · Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement. · Facilitates alignment and effective AWS communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction. · Facilitates individual growth and development of Sales management, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership. · Ensures disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results. PREFERRED QUALIFICATIONS · Understanding of cloud computing concepts and the AWS offering. · Support industry, sales and media events. · Supports the development of solid references. · Successful track record of driving adoption of new and disruptive technologies within large multinational customers. Amazon is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation

Would you like join one of the fastest-growing organizations within Amazon Web Services (AWS) and help customers of all industries and sizes gain the best value and service from AWS? At AWS Enterprise Support we’re looking for a Senior Technical Account Manager (TAM) to support our customers’ creative and transformative spirit of innovation across all technologies, including Compute, Storage, Database, Data Analytics, Application-level services, Networking, Serverless and more. This is not a sales role, but rather an opportunity to be the principal technical advisor and ‘voice of the customer’ to organizations ranging from start-ups to Fortune 500 enterprises. As a Senior TAM, you will help craft and execute strategies to drive customer adoption and use of AWS services, including EC2, S3, DynamoDB & RDS databases, Lambda, Cloud Front CDN, IoT and many more. Your technical acumen and customer-facing skills will enable you to effectively represent AWS within a customer’s environment, and drive discussions with senior leadership regarding incidents, trade-offs and risk management. You will provide advocacy and strategic technical direction to help plan and build solutions using standard methodologies, and enthusiastically keep your customers’ AWS environments operationally healthy. The close relationships developed with your customers will empower you to understand their business/operational needs and technical challenges, and help them achieve the greatest value from AWS. We are seeking individuals with strong backgrounds in I.T. operations and related areas such as Linux/Windows systems administration, DevOps, Data Analytics and more. The TAM is our centerpiece of value to our Enterprise Support customers, so if you wish to be at the forefront of innovation, come join us! BASIC QUALIFICATIONS · 7+ years of hands-on Infrastructure / Troubleshooting / Systems Administration / Networking / DevOps / Applications Development experience in a distributed systems environment · Bachelor’s Degree in Computer Science, Math, or related discipline required, or equivalent work experience · Ability to travel 10-25% as needed PREFERRED QUALIFICATIONS · Advanced experience in one or more of the following areas: Software Design or Development, Content Distribution/CDN, Scripting/Automation, Database Architecture, IP Networking, IT Security, BigData/Hadoop/Spark, Operations Management, Service Oriented Architecture · External enterprise customer-facing experience as a technical lead, with strong oral and written communication skills, presenting to both large and small audiences · Experience in a 24x7 operational services or support environment · Experience with AWS services and/or other cloud offerings · Ability to travel 10-25% as needed Amazon is an Equal Opportunity-Affirmative Action Employer – Female / Minority / Disability / Veteran / Gender Identity / Sexual Orientation.

Would you like to build and lead a Specialized Sales team focused on accelerating adoption of AWS Database, Analytics, and Machine Learning services? Do you have the business savvy, technical background, and sales leadership skills necessary to help position Amazon as the cloud provider of choice for these workloads? AWS is seeking a seasoned Specialized Sales Manager to help us maintain our leadership position as the preferred cloud platform for database, analytics, and machine learning. The role has a specific focus on AWS services such as Amazon Aurora, Amazon DynamoDB, Amazon Redshift, and Amazon SageMaker. The Specialized Sales Team is critical to driving deeper workload specialization in alignment with our Account Managers with a goal to build a unified and cohesive community of delighted database, analytics, and machine learning customers powering their business with AWS. The leader of this team will be in charge of hiring and developing a Specialized Sales Team within the United States and Canada. She/he will be an integral part of the Americas leadership team and a key member of the worldwide database, analytics, and making leaning organization. The ideal candidate will have experience with cloud-related activities such as data center migrations, database management systems, infrastructure optimization/modernization and earning customer trust by helping to create a long-term strategy with the customer as part of their AWS partnership. She/he will be a self-starter, and will be willing operate both tactically and strategically. As key team member in this fast growing, exciting space, this leader will have the opportunity to help drive the growth and shape the future of a service category with significant impact on our customers’ business. Responsibilities will include building and managing a sales team focused on driving revenue, adoption, and market penetration in a large territory across multiple time zones. The ideal candidate will possess a sales background with a strong track record of performance and customer obsession to lead a team of remote senior Specialized Sellers with engagements at the CxO level, manage a regional sales pipeline, and lead sales efforts that. She/he will engage with our internal sales, solutions architects, partners and professional services organizations to drive large and highly complex opportunities to closure. She/he will also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges with the ability to build and convey compelling value propositions while working cross-organizationally to build consensus. BASIC QUALIFICATIONS · 7-10 years of technology related sales or business development experience with quota accountability. · Minimum of 5 years tech sales management experience. · Experience selling database, analytics, and machine learning technologies. · BA/BS degree. A technical background in engineering, computer science, or MIS a plus. PREFERRED QUALIFICATIONS · Proven track record of success driving adoption of disruptive technologies within enterprise accounts · Experience with database migrations · Ability to develop and execute strategic plans · Exceptional communication and presentation skills · Experience supporting a complex technical sales or specialist sales organization · Candidates must understand concepts related to pipeline velocity, opportunity structure, key milestones, and coaching the sales process. · Strong process and operational management skills - ability to drive scale, consistency and efficiency through the disciplined use of systems and processes. · Expertise in improving technology relationships and scalability via partners and ISV’s where appropriate. · Amazon is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation.