Principal Architect, Cortex

Sales, Marketing and Global Services (SMGS)

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.

Are you interested in working with one of the largest global bio-pharma organizations in the world as they navigate through some of the most dynamic and disruptive transformation projects in their organization's history? Does the prospect of empowering these organizations' cloud transformation success by aligning professional services to critical business and IT outcomes, overseeing and assessing engagement delivery, driving a holistic partner strategy, and providing insight to accelerate rate of execution/adoption of cloud technology excite you?

The Amazon Web Services Professional Services team is looking for Enterprise Service Managers (ESM) that can manage the working relationship with global bio-pharma organizations, 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 in those accounts. This is a sales role and the ESM carries a bookings and revenue target.

Professional Services engage in a wide variety of projects for customers and partners, providing collective experience from across the AWS customer base and are obsessed about strong success for the Customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered and drive feature innovation based upon customer needs.

We are looking for someone who is passionate about:

• Long-term development of bio-pharma Global Organizations and overall health care space.
• Engaging with customers to understand their business drivers and application portfolio.
• Development of long-term Cloud Strategy for customers.
• Identifying & developing specific opportunities and supporting business cases.
• Deal shaping, including estimations and deal pricing.
• Contract negotiations & closing.
• 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.
• Acting as the single point of contact for Customer executives, developing deep, trustful relations.
• Educating customers on AWS services and translating those into a clear business value proposition.
• Envisioning and inspiring customers.
• Coaching Customer and Partner teams to be self-sufficient.

This is a customer-facing role and will require up to 30% travel.

Key job responsibilities

Own professional services booking and revenue targets for one or more Lifesciences / Healthcare accounts.

BASIC QUALIFICATIONS

• 12+ years of management consulting experience with demonstrated IT Transformation experience in customer-facing roles.
• Experience working with large multi-national professional services companies providing technology services to healthcare and life sciences as an Account and/or Relationship Manager.
• Experience with creating opportunity pipeline, closing deals and achieving bookings and revenue targets.
• Business development experience including multiyear, multiple service offerings with a total contract value of +5M agreements.

PREFERRED QUALIFICATIONS

• Experience managing executive Customer relationships and key business stakeholders.
• Experience with contract and statement of work development.
• Experience with enterprise systems technology including IaaS/virtualization technologies, SAP, Oracle, and custom applications.
• Familiarity with industry compliance and security standards including PCI DSS, SOC-1&2, ISO 27001, HIPAA, GxP and FDA.