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The Amazon Web Services (AWS) Professional Services (ProServe) Strategic Sales team is seeking a Sr. Engagement Manager to join our team. In this role you'll identify, evaluate, negotiate, and manage complex deals and strategic partners through negotiation and contractual closure, with a focus on VMware migrations. You will be responsible for driving AWS Professional Services contracts (ProServe Orders (PSOs)), understanding and defining business outcomes, building trust and managing the lifecycle of cross-functional deal cycles end to end. You will remain engaged in sales to delivery handover to ensure that we are delivering the agreed customer business outcomes as outlined in the PSO.
This role delivers outcomes with cross-organizational impact, engaging customer executives, IT teams, and lines of business to achieve business outcomes, increase the adoption of AWS services, and help enable strategic relationships. Your focus may be on a single critical program or broader initiatives spanning organizations or geographies in support of larger business objectives. The ProServe Strategic Sales - Sr. Engagement Manager will collaborate with ProServe Account Executives, Delivery Consultants, Partners, and Account Teams across ProServe, Sales, and the Worldwide Services Organization to drive customer success and business growth. This is a fast-paced environment, requiring adaptability and the ability to manage multiple engagements in parallel.
Your experience with Enterprise customers will be highly valued in this position. You'll bring excellent problem-solving and communication skills to the table, along with a strong track record of delivering impactful results. Your expertise in cross-team collaboration, project management, and executive presentations will be crucial for success in this role. A strong record of customer advocacy and influence without authority is important for this role. A keen sense of ownership, drive, and scrappiness is a must.
Your experience in selling services within the technology/consulting sector 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, bid management and managing CRM systems, coupled with strong analytical, problem-solving, and project management abilities. Performance will be measured against key metrics including but not limited to Revenue, Billable Bookings, and deal cycle duration, and quantifiable business measures.
Key job responsibilities
• Executing and defining strategies that complement the practice and product strategy with limited oversight, and developing the mechanism for getting and delivering customer and partner feedback
• Closing or significantly growing large or more complex medium-sized business opportunities, and influencing and executing complex VMware migration deals across multiple teams and organizations
• Orchestrating rapid proposal development and fast internal approval processes, and driving adoption of pre-approved pricing models and specialized deal structures
• Coordinating with cross-functional teams for commercial structuring and executive approvals, and supporting consistent execution of milestone-based delivery and investment release schedules
• Creating proposals, securing customer sign-off on ProServe Orders (PSO), and ensuring successful sales to delivery handover
• Contributing to strategic documents (e.g. OP1, PR/FAQ, GTM) and owning reporting on forecasting and planning business impact, with focus on actuals vs. plan targets
• Enabling our sales teams by providing guidance and best practices
• Advocating business opportunities to stakeholders up to the Director level and above (VP and SVP), and serving as a subject matter expert in your domain, consulted by levels above and below
• Mitigating risks before they appear on the roadmap, and advocating for customers while balancing AWS business objectives
A day in the life
On any given day, you'll be managing several VMware migration opportunities in parallel at different stages of the deal cycle. You might start by meeting with a customer's IT and executive stakeholders to understand their VMware estate, migration drivers, and desired business outcomes, then translate that into a ProServe Order (PSO) scope and commercial structure. You'll partner with ProServe Account Executives, Delivery Consultants, and Partners to shape the proposal, orchestrate rapid internal approvals, and apply pre-approved pricing models and specialized deal structures to accelerate closure.
As deals progress, you'll negotiate terms, secure customer sign-off, and drive a clean sales-to-delivery handover so the delivery team can execute against milestone-based schedules and investment release plans. Throughout, you'll surface and mitigate risks early, keep forecasting and pipeline reporting accurate against plan, and serve as the subject matter expert for internal stakeholders. Expect frequent collaboration across ProServe, Sales, and the Worldwide Services Organization as you move opportunities from qualification to contractual closure.
About the team
The AWS Professional Services organization 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.
BASIC QUALIFICATIONS
- 5+ years of external or internal customer facing, complex and large scale project management experience
- Experience managing and delivering large-scale enterprise IT projects
- Experience negotiating complex deals with customers and partners or equivalent
- Experience with IT compliance and risk management requirements (e.g. security, privacy, SOX, HIPAA etc.)
- Experience with software development life cycle (sdlc) and agile/iterative methodologies
PREFERRED QUALIFICATIONS
- Experience with compliance & security standards including PCI DSS, ISO 27001, HIPAA, and NIST
- Experience implementing AWS services in a variety of distributed computing environments
- Experience integrating AWS cloud services with on-premise technologies (e.g., Microsoft, IBM, Oracle, HP, SAP)
- Experience with enterprise systems including SAP, Oracle, and custom applications
- Knowledge of infrastructure-as-a-service (IaaS) cloud computing transition challenges
- Experience managing customer relationships and advocating to Director-level and above (VP/SVP) stakeholders
- Experience with VMware technologies and virtualized/hybrid computing environments
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 and restricted stock units (RSUs). 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, VA, Arlington - 153,600.00 - 207,800.00 USD annually
USA, VA, Herndon - 153,600.00 - 207,800.00 USD annually
USA, WA, Seattle - 153,600.00 - 207,800.00 USD annually