Enterprise Services Manager

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
The Amazon Web Services Professional Services team is looking for Enterprise Service Manager (ESM) that can manage the working relationship with Indian FSI customers to develop a long term Professional Services strategy and execute that strategy within those accounts. The ESM is a trusted advisor for our largest and most committed customers. The role includes all aspects of business development, relationship development, delivery oversight and program management in those accounts.
AWS ProServe engage in a wide variety of projects for customers and partners, providing collective AWS customer experience, best practices, and obsessing about success for the Customer. Our team collaborates across the entire AWS organization to bring access to product, service and training teams, to deliver the right solutions and drive feature innovations for our customers across all industries.
Key job responsibilities
We are looking for someone who is passionate about:
- Long term development of large, complex, and distributed enterprise organizations (Deep Accounts) in the Financial Services Segment
- Engage with customers to understand their business drivers and application portfolio
- Development of long term Cloud Strategy for customers
- Identify & develop specific opportunities and supporting business cases
- Deal shaping, including estimations and deal pricing
- Contract negotiations & closing
- Take responsibility for both Order Booking and Revenue metrics for India ProServe
- Identifying and managing a portfolio of 3-5 strategic accounts, including sales pipeline management and engagement ownership
- Planning and implementation of a portfolio of projects, including budget & deliverable responsibilities
- Mitigation of delivery risks & issues
- Overseeing delivery of projects in account, ensuring high quality delivery
- Act as single person of contact for Customer executives (including CxOs), developing trustful relations
- Educate customers on AWS services and translate those into a clear business value proposition
- Envision and inspire customers
- Orchestration of product, technology and services partners
- Coaching Customer and Partner teams to be self-sufficient.
About the team
Diverse Experiences:
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge sharing, mentorship and other career advancing resources here to help you develop into a better-rounded professional.
We are open to hiring candidates to work out of one of the following locations:
Mumbai, IND
- A Bachelor's degree; Masters/MBA degree preferred.
- 10+ years of IT consulting/management experience, with demonstrated IT & Business Transformation experience in customer-facing roles.
- Experience working with large multi-national organizations as the Consulting Services lead for FSI clients, delivering Business Transformation projects, and owning a bookings/revenue target. Experience in account engagement and management, including identifying, developing, and executing complex transactions.
- Ability to establish relationships with C-Suite members and translate the power of cloud computing into a core business enabler and able to articulate business outcomes for C-Suite discussion.
- A proven track record of managing and delivering large-scale enterprise IT projects to meet new Business objectives.
- Experience with contract and statement of work development.
- Familiarity with Enterprise IT solutions across Applications, Data Platforms, Cloud Operations.
- Broad enterprise systems technology experience including IaaS / virtualization technologies, SAP, Oracle and custom applications.
- Designing, building, and operating global IT processes and infrastructures.
- Familiarity with general industry compliance and security standards
- Established network of senior leadership in the FSI Segment in India
- Ability to communicate effectively (both verbal and written), including group leadership and executive presentations.