亚马逊Strategic Customer Engagements, GCR
任职要求
基本任职资格
- Experience working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity through closure
- Speak, write, and read fluently in English
- Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
- Bachelor's degree or equivalent, or experience working with technology customers, such as software providers
- Business level proficiency in Chinese language as the role involves engaging with local GCR customers
优先任职资格
- Experience working directly…工作职责
- Act as trusted advisor and thought leader in the development of commercial strategy and deals: partner in the execution of the deal sales cycle for strategic commercial opportunities. - Partner closely with AWS Service teams to understand services and pricing: create frameworks that impact customer outcomes. - Inspire and influence key internal stakeholders, experts, and other indirect resources to remove barriers and achieve desired business outcomes - Advise and construct commercial deal terms: understand the competitive landscape and provide deal guidance - Facilitate alignment and effective AWS communication with internal and external stakeholders to resolve conflict and encourage develop productive interactions - Cultivate best practices through analysis and reporting in support of continuous improvements
• Develop and shape the overall deal strategy and structure to meet customer business outcome and goals • Lead negotiations and customer closure for strategic, large, complex or highly competitive deals. • Contribute to developing AWS’s value proposition and solutions to drive revenue growth and Cloud adoption • Develop strategies for pricing and discounts; effectively communicate and identify deal blockers • Act as a trusted advisor in the development of the commercial strategy of deals with AWS Field Sales Executives: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities • Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
1) Drive overall market and technical strategy as it relates to AWS Big Data & Analytics services. 2) Execute the strategic business development plan while working with key internal stakeholders (e.g. account teams, channel teams, service teams, support, etc.). 3) Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case. 4) Build and enable the related partner ecosystem for Greater China and fill the business development pipeline by engaging with prospects, partners, and key customers. 5) Help define the market segments, customer base, and industry verticals we target within Greater China and set a strategic business development plan for target markets and ensure it's in line with the strategic direction. 6) Work closely with the customer base to ensure they are successful using AWS web services, making sure they have the technical resources required. 7) Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings. 8) Develop long-term strategic partnerships and handle a high volume of engagements and the fast pace of the cloud computing market 9) Experienced with account management (Enterprise, SMB and startup) and solution selling ability. 10) Relevant technical experience and industry knowledge will be very heplful. BI conversation is very business oriented thus enterprise industry (for example, retail, manufacturing etc..) experience is must have. A day in the life 1) Customer meetings to learn their business needs and pain points. 2) Understand product positioning in the market and in front of competitors. 3) design Go-to-Market strategy of the product and track the results with adjustment during execution. 4) Alignment with front-end teams (BD/SA) to scale the business. 5) collaborate with WW service teams to feedback with findings gained in the field to help product enhancement & iteration. 6) Partner Synergy as either sell to/with/through them.
• Sales Management Trusted Advisor: Enable the organization to prioritize the right areas of focus, identifying key opportunities and challenges to allocate resources effectively and maximize impact. Coach sales managers to embed effective sales orchestration, ensuring they have the tools and strategies to lead their teams towards achieving sales targets. • Business Health and Management: Partner with leaders to coach on pipeline management/hygiene to drive revenue growth, forecast accuracy, and reliability aligned with MCEM, IAP Excellence, and AI initiatives. Build trust by consistently delivering value: anticipate needs, offer practical solutions, and bring a strategic lens to every interaction; Identify and amplify what’s working and share across teams to drive org success. • One Sales Execution: Be the Sales Excellence Owner and Leader of Greater China Region One Services org, including Unified Support sales, ISD Consulting Business CCCV business, as well as Customer Success Uniti delivery excellence. Drive consistent Sales Excellence, governance, and partner execution translating insights to outcomes on pipeline, top of funnel, and usage through IAP, MCEM, and weekly RoB activation in alignment with Leader RoB. Drive proactive pipeline management by delivering rolling 4Q insights, embedding operational excellence and sales plays always on pipeline creation, reduce hygiene flags below 20%, and no more than 40% stalled pipeline to drive predictable, high-quality growth. Run ROB to improve financial, solution area and cross segment critical indicators of success using standard tools (IAP, MSXI 2.0, MCEM). • Sales Execution Transformation and Efficiency: Support the rollout of evolving sales strategies and objectives (i.e. emerging pipeline generation programs, acceleration workshops, etc.) to enable sustainable growth and performance. • Agile Planning Engagement: Support ongoing planning with segments, accounts, and ops leaders by driving always on account, renewal, and consumption planning through enhanced SEL guidance. Provide Sales Excellence leadership in operating model design, planning, and tooling to drive scalable growth and execution readiness.
* Serve as a key member of the Industry value transformation team in helping to drive AWS marketing, sales, and technical strategy for the Healthcare & Life Science industry * Actively engage with industry alliances and/or goverment department like NMPA to understand, participate and influence AWS friendly policy in public cloud with supporting by government relationship and compliance team. Proactively explore and influence the guidance from government regulators to the related organization’s development priorities, scope the business cases dragged by the priorities for field sales to engage by project by account * Define main industry use cases, develop assets and solutions, finding strategic partners, assembling cross-functional engagement teams, and driving business and technical relationships with customers to create significant new line of business pipeline * Support and enable the AWS enterprise BD teams to more effectively drive their day-to-day interactions with key prospect. And Work closely with AWS Solutions Architects, AWS Partners and AWS Professional Services teams to develop and promote solutions for target use cases. And you will work closely with the AWS product and services teams to help evolve AWS offerings for more rapid enterprise adoption while addressing issues, concerns, and requests from the field. * Develop industry-specific messaging and collateral materials that effectively communicate the business value that AWS could bring to customers, and engage with marketing team to improve AWS Brand awareness in the industry. * Understand the unique business & technical requirements of healthcare & life science customers and work closely with the global HCLS teams and Pan-Amazon to guide the direction of our service offerings, and localize solution packages and sales tools. * Understand and exploit the use of Salesforce.com and other internal Amazon systems for campaign tracking and pipeline management.