Job Description
- Bachelor's degree or equivalent
- Experience using data and metrics to determine and drive improvements
The AWS Cloud Intelligence team is a specialty services organization that provides cloud compete expertise globally. We are subject matter experts (SMEs) covering top and emerging competitors, key domains, and industry segments. Cloud Intelligence enables field teams to help their customers quickly by removing both business and technical blockers in the sales cycle. We advise account teams and their customers through at scale content, gather and analyze insights surrounding comparable cloud providers, and highlight product and position gaps that our customers are experiencing to continuously improve AWS’ overall value proposition. In addition to on-demand self-service resources, the CI team provides targeted support for specific competitive opportunities through one-to-one customer engagements. This team hires SAs and BDMs who are SMEs in one or more public clouds to advise AWS field teams on the best strategies to develop compelling business cases to support customers co-existing and partnering with competing public cloud services.
As a Cloud Intelligence Field BDM, you will be a strategic partner to the AWS WWPS field sales team. You will help customers understand why AWS is the best cloud partner for their business. You will coach sales teams on how to amplify AWS strengths and create differentiation strategies. As a strategic partner to sales and external customers, you will identify emerging signals and best practices, to serve the broader organization. This position blends business and technology skillsets. Cloud Intelligence Field BDMs drive complex engagements and interact with executive audiences. They also have technical competence that enables them to analyze AWS and other cloud providers. Candidates must have the capability to craft and convey compelling value propositions, and to communicate concepts and stories effectively.
We are looking for experience in one or more of the following: market or competitive intelligence, WWPS sales, business value engineering, sales enablement, sales coaching, and customer-facing technology sales experience. The ability to successfully differentiate cloud services in competitive market segments is key.
Key job responsibilities
- Develop scalable competitive strategies to enable winning key strategic deals.
- Support, coach, and develop large deal closing capability.
- Be the go-to resource for an AWS field sales segment and sales leadership for AWS differentiation.
- Leverage excellent communication skills to articulate the business value of AWS value propositions, working backwards from our customers strategic objectives.
- Demonstrate the ability to earn trust with and influence C-level executives in customer organizations and within AWS.
- Support strategic, in-person workshops (this position will require travel).
- Develop and share cloud adoption trends and blockers across the cloud ecosystem.
- Enable and upskill field teams through development of field-friendly content, and delivery of trainings.
- Track signals and identify opportunities, in order to provide Cloud Intelligence with insight to improve offerings.
- Influence internal stakeholders on market realities, with the objective to further differentiate AWS’s value.
- Experience in business development, partner development, sales or alliances management
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