Amazon Web Services is seeking a veteran enterprise technical sales representative to deliver value for companies via AWS's analytics solutions. As an AWS Analytics Sales Specialist on our Data, you will be at the forefront of driving adoption and revenue growth for AWS's Analytics services. Your role will involve identifying high-value customer opportunities within a specific territory and engaging AWS customers to understand their needs and align them with AWS Analytics solutions. With a passion for developing high-potential opportunities and executing effective strategies, you will own the full-cycle sales engagement plan, from identifying qualified leads to realizing revenue. You will understand a customer's business initiatives, help craft account plans to identify and drive opportunity win plans to enable those business initiatives, and ensure successful launch to realize both customer vision and AWS revenue. You will earn trust with IT and Line of Business leaders. You will understand detailed business drivers in your forecast and intentionally work the best opportunities that maximize your ability to hit revenue goals. You can conduct compelling executive conversations on the transformational possibilities of building AI ready data foundations, launching new data products and helping customers put their data to work.

As a sales specialist for this fast-growing, exciting space you will have the opportunity to help drive the growth and shape the future of emerging technologies that will have an important impact on our customers' technical strategy, business goals, and their bottom line. You will work backwards from the customer's desired outcomes to discover, define, quantify, and build a plan to help customers achieve these desired outcomes by partnering with AWS. You will educate customers on "art of the possible" success stories and AWS enablers including our data warehousing (Amazon Redshift), data lake (Amazon Lake Formation), Big Data processing (Amazon EMR), search (Amazon Open Search Service), ETL (Amazon Glue), streaming (Amazon Kinesis and Amazon Managed Kafka), and visualization and serverless query (Amazon Quicksight and Athena) solutions. Then you will work with a specialized solution architect to craft a solution spanning these solutions as well as selected partner products and manage the sales process including evaluation, pricing, objection handling, navigating competitive pressures, proofs of concept and construction of a supporting business case. The ideal candidate will possess a proven track record and background that enables them to lead a sales effort that will include teaming with AWS core sales representatives, solutions architects, product management, professional services and partners. The successful candidate will also possess a business background that enables them to drive an engagement and interact with business personas at the CxO/VP level. The successful candidate should also have a technical understanding that enables them to easily interact with developers and technical architects. He/she should 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 and work cross-organizationally to accelerate and launch customer projects.

• Key job responsibilities
• Drive revenue and market share in a defined territory.
• Meet or exceed annual revenue targets.
• Develop and execute against a comprehensive account/territory plan.
• Develop working backwards analytics visions including business case and financial justification, potentially gleaned from earnings reports.
• Create & articulate compelling value propositions around AWS analytics services.
• Accelerate customer adoption of Amazon analytics services.
• Maintain a robust sales pipeline leveraging sales force automation tools and best practices
• Work with partners to extend reach & drive adoption.
• Develop long-term strategic relationships with key accounts.
• Ensure customer satisfaction.
• Expect moderate travel.

A day in the life
You’re surrounded by innovation. You’re empowered with a lot of ownership. Your growth is accelerated. The work is challenging. You have a voice here and are encouraged to use it. Your experience and career development is in your hands. We live our leadership principles every day. At Amazon, it's always "Day 1".

About the team
Diverse Experiences: Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Basic Qualifications

• 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
• 5+ years of business development, partner development, sales or alliances management experience

Preferred Qualifications

• 5+ years of building profitable partner ecosystems experience
• Experience developing detailed go to market plans
• Experience in any Bigdata architecture, or experience in technical support and experience that includes strong analytical skills, attention to detail, and effective communication abilities

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

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NY, New York - 157,100.00 - 212,600.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually