Senior Customer Practice Manager
hace 4 meses
7+ years of external or internal customer facing, complex and large scale project management experience;
- Business development experience including multiyear, multiple service offering proposals resulting in contracts with >$5M total contract value;
- Experience with CRM systems and maintaining a clear and dependable view of pursuits, progress, and pipeline conversion;
- Experience assessing customer C-Level willingness to initiate conversations that lead to broader strategic transformation programs.
The Amazon Web Services Professional Services team is looking for Customer Practice Managers (CPM) who can lead and/or support significant customer programs during the solution and pursuit stages, develop a long-term Professional Services strategy and execute that strategy with those customers. The CPM is a trusted advisor for our customers and the role includes all aspects of business development, deal structuring, deal support and closure in those accounts.
AWS Professional Services engages in a wide variety of projects with customers and partners, providing collective experience from across the AWS customer base. We are obsessed about successful outcomes for the Customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered at the right time, and drive feature innovation based upon customer needs.
- Engage customers: collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers
- Think big: ability to assess customer marketplace circumstances, organizational readiness and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large programs which include multiple engagement services
- Envision and inspire customers
- Identify & develop specific opportunities and related business cases
- Deal shaping, including estimations and deal pricing
- Contract negotiations & closing
- Enable cloud transformation - develop long term Cloud Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks
- Support the commercial relationship - plan and implement a project portfolio, including budget & deliverables responsibilities
- Execute contracts as single person of contact for Customer executives, developing deep and trustful relations
- Educate customers on AWS services and translate those into a clear business value proposition
- Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps
- Overseeing delivery of projects in account, ensuring high quality delivery
Key job responsibilities
- Build customer strategy with the lenses of Professional Services organization;
- Build strategic alignment with all teams that have relationship with that customer;
- Pipeline generation and management;
- Opportunity management
- Lead internal resources from ProServe to be aligned with holistic strategy;
- Build solid business cases and close plans
- Build rapport and earn trust with customer
- Vertical industry sales and delivery experience of cloud services and solutions;
- Experience managing and delivering large-scale enterprise IT projects;
- Evidence of growth in and achievement of professional services sales and delivery goals and targets;
- Senior level executive engagement, relationship management and advisory experience.
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