Sr. Enterprise Services Manager - Canada National Security and Defence

DESCRIPTION

Are you interested in working with Canada's Public Sector 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 a Sr. Enterprise Service Manager (ESM) that can manage the working relationship with Federal National Security and Defence organizations, develop a long term Professional Services sales 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, deal structuring and ongoing professional services program management with these customers.

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.

Key job responsibilities

We are looking for someone who is passionate about :

• Long term development of Customer vision and strategy
• Engage with customers to understand their business drivers and customer portfolio.
• Identify & develop specific opportunities and supporting business cases.
• Demand creation, deal shaping, including estimations and deal pricing.
• Identifying and positioning appropriate contracts for Opportunities
• Contract negotiations & follow on for Statement of Work signatures
• Identify potential opportunity & delivery risks, and define Mitigation plan for such risks & issues.
• Leading innovation and scoping workshops with Customers
• Act as single person of contact for Customer executives, developing deep, trustful relationships.
• Educate customers on AWS services and translate those into a clear business value proposition.

Amazon aims to be the most customer centric company on earth. Amazon Web Services (AWS) provides a highly reliable, scalable, low-cost infrastructure platform in the cloud that powers critical applications for hundreds of thousands of businesses in 190 countries around the world.

About the team

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

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 our uniqueness.

Mentorship & 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.

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 flexible work hours and arrangements are part of our culture.

When we feel supported in the workplace and at home, there's nothing we can't achieve in the cloud.

Hybrid Work

We value innovation and recognize this sometimes requires uninterrupted time to focus on a build. We also value in-person collaboration and time spent face-to-face.

Our team affords engineers options to work in the office every day or in a flexible, hybrid work model near one of our Amazon offices.

Our hybrid models allow you the freedom to work from home whenever in-office collaboration isn't necessary.

We are open to hiring candidates to work out of one of the following locations :

Ottawa, ON, CAN

BASIC QUALIFICATIONS

• A Bachelor's degree or equivalent experience
• 8+ years of experience selling transformative consulting services to the Federal Government of Canada
• Experience working with Federal National Security and Defence organizations as the Consulting Services lead, Client Partner, Account and / or Relationship Manager
• Extensive working knowledge of National Security and Defence consulting contract vehicles and related RFx activities
• Excellent written and verbal communication skills, including executive presentations.

PREFERRED QUALIFICATIONS

• Established executive customer relationships.
• Experience with contract and statement of work development.
• Working knowledge of the Cloud value proposition, ideally with AWS
• Prior experience in Pre-Sales and / or Sales of Cloud based IT Solutions
• Demonstrated ability to work creatively and analytically in meeting customer needs.
• A proven track record of positioning and leading procurement on large-scale enterprise IT projects.

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, disability, age, or other legally protected status.

If you would like to request an accommodation, please notify your Recruiter.