Senior Account Executive, Amazon Business

Come be a part of a rapidly expanding billion dollar global business. At Amazon Business, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail, developing innovative purchasing and procurement solutions to help organisations reimagine buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes, unlocking our potential worldwide.

Amazon Business takes the selection, pricing and convenience customers already know from Amazon and adds what large organisations need to buy at scale: multi-user accounts, spend controls and approval workflows, business-only pricing, invoicing and payment terms, and direct integration into the purchasing and finance systems they already run. It is used by some of the largest enterprises, universities, hospitals and government departments in the world.

The problem we solve is one almost every large organisation recognises but few have fixed. Indirect spend — IT peripherals, tools, cleaning and office supplies, safety equipment and hundreds of other low-value, high-frequency purchases — is usually spread across dozens of suppliers, approved by hand, and invisible until the end of the quarter.

Australia is an early market for Amazon Business, targeting Enterprise and Strategic customers. You will own a named set of customers: some already buying with us and ready to scale enterprise-wide, others we have never sold to at all. There is no finished playbook to inherit. You will decide how these accounts are approached, and your decisions will visibly shape how Amazon Business covers this market.

• Key job responsibilities
• - Own a named set of Enterprise and Strategic accounts — including the account plan, the priorities and the revenue goal. Meet or exceed targets for both winning new customers and growing existing ones.
• - Own all facets of the relationship for large, complex organisations, from first contact through to enterprise-wide expansion.
• - Own the pipeline — drive how outreach and engagement is run, keep Salesforce accurate, and represent your territory in weekly and monthly business reviews.
• - Build relationships up to VP (Vice President) and SVP (Senior Vice President) level, including Chief Procurement Officers and Heads of Procurement, and across Finance, Operations, Supply Chain, IT and Facilities.
• - Understand the customer's operational processes, workflows and enterprise systems well enough to design a solution that fits, then drive adoption of the capabilities that make buying stick.
• - Lead complex negotiations to conclusion across multiple stakeholders and functions.
• - Work with partner teams including professional services, integration specialists, marketing, retail/3P and customer services.
• - Prepare strategic account plans and written narratives for internal executives and stakeholders.

• A day in the life
• No two days look the same. You might spend the morning with a customer's procurement leadership on their indirect spend, the afternoon with their IT or finance team on how Amazon Business connects to their purchasing system, and finish by writing the account plan that gets an internal decision made.

Your customers are Australian enterprises, universities, hospitals and government departments. Internally you will work with professional services, integration specialists, marketing, business development and customer service.

You will be trusted to run your territory like your own business, with a global team behind you when a deal needs it.

Basic qualifications

• - 7+ years of prior work in business development, sales, or sales-engineering, preferably in the technology, internet and e-commerce sectors experience
• - Experience in business development, sales, or sales-engineering, preferably in the technology, internet, and e-commerce sectors
• - Experience positioning and selling innovative solutions to new and existing customers and market segments
• - Bachelor's degree or equivalent

Preferred qualifications

• - Knowledge of procurement and source to pay processes and solutions or equivalent experience
• - Experience in e-commerce
• - Experience with data analysis (including advanced Excel and database analysis)
• - Experience using Salesforce or other CRM tools
• - Experience working in partner management within e-commerce or technology sectors

• Acknowledgement of country:
• In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

• IDE statement:
• Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.