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Customer Practice Manager

2 meses atrás

São Paulo, São Paulo, Brasil Amazon Tempo inteiro
About the Role

Amazon is seeking a highly skilled Customer Practice Manager to lead and/or support significant customer programs during the solution and pursuit stages. The ideal candidate will develop a long-term Professional Services strategy and execute that strategy with those customers.

Key Responsibilities
  • 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: 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: Develop a deep understanding of customer needs and goals, and inspire them to adopt AWS cloud services.
  • Identify and Develop Opportunities: Identify specific opportunities and related business cases, and develop a clear and compelling value proposition.
  • Deal Shaping and Negotiation: Develop and negotiate deals, including estimations and deal pricing, and manage contract negotiations and closing.
  • Enable Cloud Transformation: Develop long-term Cloud Strategy with customers, identify and develop specific opportunities and supporting business cases, manage issues and risks, and oversee delivery of projects in account, ensuring high quality delivery.
  • Support Commercial Relationship: Plan and implement a project portfolio, including budget and deliverables responsibilities, and execute contracts as single point of contact for Customer executives, developing deep and trustful relations.
  • Advocate for Customers: Work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps.
Requirements
  • 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.
Preferred Qualifications
  • 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.