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Job Description
- 3+ years minimum quota carrying sales experience in B2B environments
- BA/BS degree or relevant experience
Job summary
Independent Software Vendor Segment (ISV)
JOB DESCRIPTION
The Amazon Web Services cloud platform helps Independent Software Vendors (ISVs) provide the most innovative solutions to their customers around the world. According to Gartner, AWS is the leading cloud provider, both in terms of ability to execute and completeness of vision. With only 5% of all IT spend in the cloud, we are still in the early stages of what is possible. To that end, we are growing our entrepreneurial team of builders to rapidly acquire tomorrow’s customers, and/or partner with them to shape the future of how technology is deployed.
Key job responsibilities
- Achieve all output goals including; annual revenue quota, new workloads, and input goals including; pipeline created, progressed and launched
- Driving net new business by leveraging one-to-many and one-to-one outbound campaigns in addition to qualifying and progressing inbound opportunities from marketing and partner channels
- Building and executing strategic joint go-to-market plans with our ISVs to expand their business.
- Programmatically helping our ISVs to build solutions, capabilities, and adopt AWS services through account planning and management.
- Working backwards from customer goals and objectives, understand the technology footprint, technical challenges, and business objectives your customers face
- Accurately tracking activity and forecasting pipeline and sales targets in CRM (Salesforce)
- Managing full sales cycles including prospecting, demos, discovery, building technical and business cases, negotiating and closing deals
- Building and managing cross-functional internal teams including Demand Generation, Solutions Architects, and Business Development Representatives to meet the unique needs of customers
- Leveraging the Amazon Partner Network ecosystem consisting of System Integrator and technology partners to acquire new customers and accelerate service adoption and revenue
- Innovating new and creative ways to help customers adopt the cloud across regions, and supporting the broader rollout of the most effective sales plays
A day in the life
As an Independent Software Vendor Inside Sales Representative (ISV ISR) you will either work in concert with a field account executive or as a general manager of a territory of ISV Accounts that may consist of anywhere from one to thirty accounts. Your territory will consist of current AWS ISV customers with varying levels of complexity from a business strategy and IT solution standpoint, as well as varying degree of stages in their joint go-to-market (GTM) relationships between AWS and the ISV. You will work with your account team specialists, partners, and partner teams to develop and execute a strategy to engage decision makers up through the C-Level, help them optimize their AWS spend, refactor applications for the cloud, and expand usage of AWS across new lines of business. You may also lead and manage the joint sell-with go-to-market (GTM) sales plays, thus creating incremental opportunities for the ISVs within AWS’ customer base. And, ISV ISRs are expected to progress Marketing and Partner driven leads qualified by Demand Generation Representatives, as well as self-driven prospect opportunities, through pipeline stages to launch.
About the team
Inclusive Team Culture
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.
Work/Life Balance
Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.
Mentorship & Career Growth
Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.
- Track record of top performance in developing existing customer base through account management activities
- Domain experience with Software Vendors / ISV / SaaS companies, possessing an understanding of the intricacies and requirements of aid companies with experience in both selling to and partnering with them.
- Strong bias for action and a laser focus on working backwards from customer needs
- Proven performance in a consultative/solution selling environment
- Ability to work collaboratively in a fast-paced, matrixed team environment
- Analytical mindset and ability to develop unique insights from data
- Excellent verbal and written communication skills
- A passion for technology and a point of view on its trends and future implications
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
