Global Account Manager, APJ Automotive Sales, AWS

AWS is seeking a senior sales professional to manage a global customer relationship with one of our large global Automotive customers. You will define and execute a CXO relationship strategy within the account, including engaging with a dedicated account team, AWS senior leaders for executive sponsorship, coordinating executive business reviews, enabling customer value creation and growth.

The Global Account Manager ("GAM") will partner with the customer to build strategic relationships, articulate a clear vision, and deliver business value. The successful GAM will develop and execute a broad strategy for earning customer trust and driving AWS solution and service adoption across the customer's IT/Digital, Line of Business (LoB) / Engineering, and Operations leadership. The GAM will work with all appropriate AWS resources (Executives, Solution Architects, Customer Solutions Managers, Industry Specialists, Marketing, Partners, Support, Service Teams and Professional Services) to deliver customer outcomes. This is an Individual Contributor role, but necessitates an account leader mindset, and may include dotted line responsibility for downstream sales, technical and industry specialist resources. The GAM will also effectively leverage existing programs and mechanisms, innovate and scale new mechanisms, and develop formal case studies and other forms of references highlighting outcomes and solutions running on AWS.

• Key job responsibilities
• -Contributing to, and leading, within an AWS customer account team.
• -Identifying and building trusted advisor relationships with key influencers and decision-makers, specifically -CxOs, at the customer, across LoB and functional areas (Digital, Data, Engineering, and Operations).
• -Working closely with internal AWS teams (executives, solution architects, industry specialists, marketing, partners, enterprise support, service teams and professional services), as well as external SI and ISV partners, to support the best business solution(s) for customers.
• -Defining a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.
• -Displaying strong leadership presence and being able to command a room in a meeting. Should be seen as an authority in communicating via email, phone, and face to face, and comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.
• -Operating with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical.
• -Managing a global sales pipeline via Salesforce and facilitating all stages of a sale.
• -Participating and leading in the negotiation and closing of legal agreements, such as Enterprise Agreements (EAs), and contracts, such as Private Pricing Addendums (PPAs).
• -Maintaining knowledge of AWS's broad solution and service offerings, with a focus on connecting cloud capabilities to the customer's technology and operational priorities.
• -Defining product and solution requirements by understanding and evangelizing the needs of customers, including feedback via PFRs or the service teams.
• -Working with marketing and communications to develop formal references, PR and case studies highlighting impactful customer activity and workloads running on AWS.

• A day in the life
• Your day begins with reviewing customer engagement strategies and aligning with your team on priority initiatives. You'll spend time developing and implementing strategies for multi-divisional global companies, leading a cross-functional team of AWS resources in serving customer needs. You'll engage with senior executives to understand their business challenges, facilitate solution discussions with technical teams, and coordinate internal resources to ensure seamless delivery. Throughout the day, you'll be strategizing on approaches to accelerate cloud adoption and measuring progress against key business outcomes.

• About the team
• 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.
• Our team takes pride in leading customers through accelerated and innovative cloud journeys, creating long-term business relationships built on value and trust. We work alongside motivated professionals who bring diverse perspectives and ideas to help equip customers with the most innovative and comprehensive solutions. When you join AWS, you become part of a culture that values curiosity, continuous learning, and a passion for customer success.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers in their cloud journeys and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

The AWS Automotive & Manufacturing team is part of AWS Industries and is dedicated to accelerating customers' digital transformation journeys. We speak the language of our customers — focusing on business outcomes, industry use cases, and cloud innovation that transforms both individual enterprises and the broader industry.

Basic qualifications

• - Speak, write, and read fluently in Japanese at a business level or above (N1+)
• - 7+ years of technology related sales, business development or equivalent experience
• - Experience working and communicating with multiple stakeholders, C-level executives and cross-functional teams
• - Knowledge of advanced English at CEFR level B2/C1

Preferred qualifications

• - Experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals
• - Experience architecting/operating solutions built on AWS, or experience implementing a cloud-based technology solution

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