Senior ProServe Account Executive, ProServe

We are seeking a dynamic Senior ProServe Account Executive (Sr. PAE) to join AWS Professional Services (ProServe) in India. In this role, you will have end-to-end responsibility for cultivating relationships with one or more of our largest, most strategic accounts across the Automotive, Manufacturing, Retail and Conglomerates segments. As a strategic partner on the customer account team, you will use consultative selling to position ProServe solutions and offerings with new and existing customers, establishing ProServe as the trusted expert for each customer’s transformation journey. You will build pipeline, lead the opportunity sales motion, close Statements of Work (SOWs) as billable bookings, and convert them into revenue that delivers measurable Customer Business Outcomes (CBOs), creating customers for life.

Key job responsibilities As an experienced services sales professional, you will be responsible for: Strategic account planning and go-to-market alignment •Develop and execute strategic account plans with AWS sales colleagues, aligned to the ProServe strategy. •Work closely with AGS / AWSI sellers as part of the strategic account team, so key customers get one coordinated go-to-market. End-to-end business development •Lead business development for the accounts in scope: build customer relationships and shape and advance opportunities from origination through proposals, contracting and delivery launch. •Find and engage new and existing customers, define their business outcomes, identify the right ProServe offerings, write proposals and get the customer to sign the SOW. •Act as ProServe’s customer-facing relationship owner for a defined set of customers and partners, leading sales activity and owning customer satisfaction. Commercial innovation •Find new ways for ProServe to deliver high value, through novel commercial arrangements (for example fixed-price and outcome-based models) and programmatic engagement designs. •Develop and close large, complex, multi-phase deals with sound financial models and margin discipline. Customer outcomes and revenue realization •Track active projects after launch to make sure ProServe delivers the CBOs agreed in the SOW. •Get the most revenue out of each engagement, and spot expansion opportunities that come from successful delivery. Voice of the customer •Share customer insights and changing needs with the relevant AWS teams, to inform solutions, services and ProServe priorities. •Coach and teach customers and partners, and advocate for the customer across AWS.