Global Account Manager , Asia Auto and Manufacturing

AWS is seeking a senior sales professional to manage customer relationships with 4-5 of our global Industrial & Manufacturing customers in Asia.

You will define and execute a relationship strategy (for global customers execs based in region) within the accounts including engaging with a dedicated account team AWS senior leaders for executive sponsorship coordinating executive business reviews enabling customer value creation and growth.

The Global Account Manager (GAM) will partner with the customer to build strategic relationships articulate a clear vision and deliver business value.

The successful GAM will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across the customers IT/Digital Line of Business (LoB) / Engineering and Operations leadership. The GAM will work with all appropriate AWS resources (Executives Solution Architects Customer Solutions Managers Industry Specialists Marketing Partners Support Service Teams and Professional Services) to deliver customer outcomes.

This is an Individual Contributor role but necessitates an account leader mindset and may include dotted line responsibility for downstream sales technical and industry specialist resources. The GAM will also effectively leverage existing programs and mechanisms innovate and scale new mechanisms and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS.

Key job responsibilities
- Contributing to and leading within an AWS customer account team.
- Identifying and building trusted advisor relationships with key influencers and decision-makers across LoB and functional areas (Digital Data Engineering and Operations).
- Working closely with internal AWS teams (solution architects industry specialists marketing partners enterprise support service teams and professional services) as well as external SI and ISV partners to support the best business solution(s) for customers.
- Defining a relationship strategy within the customer coordinating business reviews and maintaining customer satisfaction levels.
- Displaying strong leadership presence and being able to command a room in a meeting. Should be seen as an authority in communicating via email phone and face to face and comfortable writing executive briefing documents for and communicating with the most senior executives at the company.
- Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement business judgment is critical.
- Managing sales pipeline via Salesforce and facilitating all stages of a sale.
- Maintaining knowledge of AWSs broad solution and service offerings with a focus on connecting cloud capabilities to the customers technology and operational priorities.
- Defining product and solution requirements by understanding and evangelizing the needs of customers including feedback via PFRs or the service teams.
- Working with marketing and communications to develop formal references PR and case studies highlighting impactful customer activity and workloads running on AWS.

About the team
The AWS Industries team part of AWS Sales Marketing and Global Services (SMGS) is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry-specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers which means that we focus on business outcomes and industry use cases on behalf of our customers whether that is how we build products and solutions how we sell how we deliver how we partner.

- Experience as primary account manager of a global federated enterprise working with multiple business units and influencing governance and policy or equivalent

- The ideal candidate will bring deep experience working within large globally distributed industrial enterprises.
- Familiarity with sectors such as Building Technologies Supply Chain Climate Solutions or Industrial Manufacturing is strongly preferred as is an understanding of the digital transformation priorities facing these industries including connected products IoT platforms supply chain modernization and sustainability-driven technology investment.
- Candidates with experience coordinating executive engagement programs including Executive Business Reviews and C-suite briefings will be well positioned for success.
- Familiarity with AWS services and the ability to map cloud capabilities to complex industrial and operational technology use cases is a significant advantage.
- Prior experience leading or coordinating extended account teams including solution architects professional services and partner resources is preferred.
- A demonstrated ability to innovate and scale new account mechanisms develop formal customer references and contribute to industry-level thought leadership is also valued.

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