Sr. Specialist Rep, CloudOps, Specialty Sales Team

Senior • Hybrid • On-site • Remote

$128,600 - $212,600/yr

Boston, MA , +4

DESCRIPTION

Do you love working with cloud technology? Do you have sales skills necessary to help companies create a more secure and compliant environment for their applications and infrastructure while improving operational efficiency?
To accelerate our rapidly-growing business, we are looking for a motivated, technically savvy person to build the next level of growth for cloud-based infrastructure management solutions from Amazon Web Services (AWS). AWS is looking for a Sales Specialist focused on Cloud Operations (CloudOps) services. As a CloudOps Specialist Seller, you will have the exciting opportunity to accelerate adoption of native Cloud Operations across Governance, Observability and Management services.
Your role will involve identifying high-value customer opportunities within a specific territory and engaging with AWS customers to understand their needs and align them with AWS CloudOps solutions. You will leverage your consultative expertise to become a trusted advisor, guiding customers in embedding and deploying solutions to solve key business problems using AWS CloudOps services. With a passion for developing high-potential opportunities and executing effective strategies, you will own the full sales cycle, from identifying qualified leads to realizing revenue. You will understand a customer’s business initiatives and technical priorities to help craft account plans to achieve those initiatives. You will identify and drive opportunity win plans to enabling those business initiatives and ensure successful launch to realize both customer vision and AWS revenue. You will earn trust with Line of Business and IT personas. You will understand detailed business drivers in your forecast and intentionally work the best opportunities that maximize your ability to hit revenue goals.
Furthermore, you will maintain an in-depth knowledge of AWS's CloudOps services and relevant cross-functional areas to so that you are growing knowledge ahead of your customers. You can describe the “why” and “what” of governance, observability and management use case and technical solutions at a 200-level, with the detailed “how” being provided by solution architects. You can conduct compelling executive conversations resulting in subsequent meetings with the wider team.

Key job responsibilities
- Accelerate customer adoption by defining and executing sales plays within your assigned accounts. Your strategies will leverage AWS Sales and our partner ecosystem.
- Ideate with Line of Business and IT leaders, building trust with your technical expertise, and following through to help solve their most compelling business problems.
- Act as the front line within your accounts for all specialist customer engagement in your tech domain.
- Create and articulate compelling value propositions that address specific needs of your customers.
- Partner with the world’s biggest system integrators to deliver on customer projects.
- Gather customer input and experiences enabling our service team to innovate on behalf of our customers.

A day in the life
Once you have completed your onboarding plan, you will be equipped to help account teams by leading sales opportunities through the technical and business validation stages. Your first task will be to prioritize your top customers and opportunities. After you understand their business objectives, you will create and lead win plans through to launch. You will become an active member of the account teams, helping them scale to meet the critical needs of our customers. As you deliver value to these customers, you will learn to scale your reach out to more customers in your territory.

BASIC QUALIFICATIONS

- 7+ years’ experience of direct sales for management, observability and governance tooling (DataDog, Prometheus, Grafana, Splunk, New Relic, Dynatrace)
- Proven track record of meeting or exceeding sales targets in enterprise software or cloud services.
- Strong understanding of cloud operations technologies and their role in modern cloud architectures
- Experience with emerging technologies and identifying product-market fit for new solutions
- Excellent communication and collaboration skills, with the ability to engage both technical and business stakeholders.

PREFERRED QUALIFICATIONS

- Experience selling to a variety of customer types including Enterprise, Retail, CPG, Automotive, Manufacturing industries
- Knowledge of the competitive landscape in database technologies.
- 5+ years of building profitable partner ecosystems experience
- Experience developing detailed go to market plans

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, 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.

Pursuant to the San Francisco 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 $128,600/year in our lowest geographic market up to $212,600/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. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. 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.

Amazon

Amazon.com, Inc. founded in 1994 by Jeff Bezos in the cozy confines of his Seattle garage, Amazon.com, Inc. quickly evolved from a humble online bookstore to a colossal e-commerce powerhouse. Today, it offers an extensive range of products from DVDs and electronics to furniture and groceries. With a global footprint that spans continents—from Canada and the UK to Japan and Brazil—Amazon's presence is truly international. The company has not only diversified into various domains, including acquiring Twitch in 2014 and venturing into the film industry in 2015, but also introduced initiatives like the brand registry program to safeguard intellectual property. Despite the hurdles of labor relations and competitive practices, Amazon remains a dominant force in the global e-commerce landscape.