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Passionate about helping the U.S. Intelligence Community leverage massive amounts of data and staying ahead of strategic threats using Tactical Edge services like Snowball, Snowball Edge, and Outposts?
Since AWS is the primary cloud provider trusted by the US intelligence agencies, and approved to run top secret workloads for the DoD, the Snowball family and Outposts are critical equipment components for US National Security.
In the role of Edge Services Sales Specialist, you will spend the majority of your time driving edge computing services with the core account teams, the program management office, and customers. This role will be responsible for the Edge Services go to market for the Intelligence Community business.
This individual will become the expert of NatSec customer use cases and requirements for Edge Services – including Outpost and the Snow family of services. This specialized knowledge will drive innovation with both customers and internally with AWS. They will also work closely with the service team and regional services to ensure that we are delivering results for our customers.
The role requires a senior business leader that is comfortable working across a highly matrixed environment to solve complex business problems. Ability to understand customer requirements and how they translate into cloud technology is required. Demonstrated past performance leading and growing national security programs is essential. Experience with senior US National Security customers and communications skills are also a requirement. You must bring an established understanding of these respective community infrastructures, policies, and operational performance requirements.
The role requires the successful candidate to bring experience, have good judgment, possess established negotiation skills, and have an ability to influence, earn trust, and deliver successful outcomes working at the executive government staff officer level.
Meet regularly with Company business leaders (such as customer account teams, hardware and software engineering leaders, and technical program managers).
Meet regularly with national security executives and mission owners to understand customer requirements for Edge Services initiatives.
Gather information required to provide Company leadership with recommendations on the best path forward, updated status and next steps to get to success.
Solicit performance feedback, identify and eliminate blockers, identify and coordinate AWS resources needed to move initiatives forward.
Meet regularly with enterprise account managers to provide status, plan and manage transfer of new opportunities from prospect to workload in progress.
Participate in and support enterprise account manager customer engagements focused on moving from first-call to active project/program moving to AWS.
Current, active US Government Security Clearance at the TS/SCI level with Polygraph
5+ years of enterprise sales or business development experience with quota accountability and a track record of meeting or exceeding sales targets year over year.
3+ years’ experience working directly with large National Security accounts, bringing established client and channel relationships.
1+ years of experience/understanding of emerging cloud technologies.
Proven track record of success driving adoption of disruptive technologies within enterprise accounts
Proven track record developing, implementing, managing and executing through influence across a cross-functional set of senior stakeholders.
Exceptional business acumen and high judgment – be able to use technology depth and breadth, signals, and data to understand customer pain points and challenges, and inform and shape business growth initiatives.
Proven history of taking ownership and driving results. Ability to effectively lead and work with a variety of organizations, management levels, cultures, and personalities.
Exceptional interpersonal and communication (both written and verbal) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams.
Ability to develop and execute strategic plans
Candidates must understand concepts related to pipeline velocity, opportunity structure, key milestones, and coaching the sales process.
Strong process and operational management skills - ability to drive scale, consistency and efficiency through the disciplined use of systems and processes.
Expertise in improving technology relationships and scalability via partners and ISV’s where appropriate.
Must meet/exceed Leadership Principles
Meets/exceeds Company’s functional/technical depth and complexity
Company is an Equal Opportunity-Affirmative Action Employer – Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation/Age.
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