Principal Professional Services Sales Executive, ProServe Financial Services (AWS)

Job Description

The Amazon Web Services Professional Services (ProServe) team is seeking a dynamic Principal ProServe Account Executive (PAE) to join our team at Amazon Web Services (AWS). In this role, you'll be responsible for engaging new and existing customers in transformative projects involving IT Strategy, distributed architecture, and hybrid cloud operations. You'll work closely with the Account Teams, ProServe Cloud Architects, Engagement Managers, and Delivery Consultants to drive customer success and business growth. As ProServe's customer relationship owner you'll be primarily focused on all elements of the sales engagement, defining business outcomes for customers by building trust, identifying applicable AWS Professional Services offerings and creating proposals and securing customer signoff of Statements of Works (SOW). Following project launch, you will stay connected with the customer to ensure we are delivering the agreed customer business outcomes (CBO) as outlined in the SOW.

Your experience in selling services into Financial Services organisations will equip you with the ability to translate technical concepts into business value for customers. You will demonstrate proficiency in business development, executing sales methodologies, and managing CRM systems coupled with strong analytical, problem solving, and project management abilities. PAEs performance will be measured against key metrics including but not limited to Revenue, Billable Bookings and customer satisfaction (CSAT).

The AWS Professional Services organisation is a global team of experts that help customers realize their desired business outcomes when using the AWS Cloud. We work together with customer teams and the AWS Partner Network (APN) to execute enterprise cloud computing initiatives. Our team provides assistance through a collection of offerings which help customers achieve specific outcomes related to enterprise cloud adoption. We also deliver focused guidance through our global specialty practices, which cover a variety of solutions, technologies, and industries.

Key Responsibilities

• Leading business development efforts by engaging customers and driving high value engagements.
• Collaborating with Amazon Global Sales (AGS) representatives to ensure a coordinated approach for key accounts.
• Creating proposals, securing customer sign off on Statements of Work (SOWs), and ensuring successful project delivery.
• Monitoring ongoing projects to ensure delivery of agreed Customer Business Outcomes and maximise revenue potential.
• Advocating for customers while balancing AWS business objectives.
• Identifying trends in Financial Services subsectors and defining repeatable solutions that support the growth objectives of the business.

Basic Qualifications

• Bachelor's degree or equivalent practical experience.
• 15+ years of quota carrying professional services sales or strategic account management roles.
• Proven track record of selling cloud solutions within the financial services sector.
• Experience with commercial and legal negotiations, working with Procurement, Legal and Business teams.
• Track record of developing and maintaining executive level relationships to advance strategic initiatives.
• Excellent verbal and written communication skills.
• Proven track record of expanding influence and driving results beyond direct reporting lines.

Preferred Qualifications

• Technical proficiency to understand and articulate AWS services and solutions.
• Experience working with, and leading, cross functional teams and partners in implementations and negotiations.
• Demonstrated success in both customer retention and new business development.

Equal Opportunity Employer

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