Director EMEA Sales, Energy & Utilities

DESCRIPTION

Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services platform in the cloud ("cloud computing"). With AWS you can requisition compute power, storage, and many other services - gaining access to a suite of elastic IT infrastructure services as your business demands them. AWS is the leading platform for designing and developing applications for the cloud and is growing rapidly with hundreds of thousands of companies in over 190 countries on the platform.
As AWS continues to rapidly grow, we are looking for a senior leader to own, operate and define the strategy for our Energy and Utilities - EMEA Region business. As the Energy and Utilities - EMEA Sales Leader, you will lead a team of sales professionals across Europe, the Middle East and Africa. The leader will continue to push the boundaries and establish AWS as the market leader for Energy and Utilities. Our EMEA customers include several of the world's largest Energy and Utility companies. You will be responsible for collecting and analyzing inputs from these diverse customers around the globe, your team, and AWS functional business partners (including Business Development, Marketing, Partner, Professional Services, Training & Certification, Enterprise Support, and the Service teams) to drive a holistic go-to-market (GTM) strategy to this customer set. As a member of the Global Energy and Utility Leadership Team you will implement best practices with your peers to drive a consistent and well-thought-out business strategy that will help our Energy and Utility customers in their journey to the cloud and accelerate the adoption of AWS services.
This is an exciting and dynamic opportunity to be part of a fast growing and entrepreneurial organization, bringing innovation and fresh perspectives to customers and prospects. You will be responsible for developing and inspiring people, evangelizing cloud computing, driving revenue and user adoption while working in a vertical focused on how companies work.
We are looking for an accomplished executive leader with strong sales experience in the Energy and Utilities Sector, with technical acumen and experience selling complex technology products and services.

Key job responsibilities

1. Drive strong revenue growth for AWS within the Energy and Utilities accounts across all AWS services. Develop and execute a comprehensive account plan for the team.
2. Drive revenue, increased AWS Service adoption, and migration of applications to AWS.
3. Drive engagements at the CxO level and with Line of Business Leaders across complex organizations.
4. Understand and articulate compelling value propositions around AWS services to accelerate customer adoption.
5. Be a people leader who develops and inspires a world-class sales team that engages the major business units of Energy and Utilities companies, is incredibly customer-focused, partners strongly with internal AWS teams, and consistently hits objectives.
6. Build and leverage relationships with all internal and external stakeholders to further the adoption of AWS services in the market in service of customer success.
7. Work with partners (System Integration Partners, Channel Partners, Network Providers, Independent Software Vendors) to extend reach and drive adoption.
8. Further define and deliver the overall strategy and governance in a growth environment.

BASIC QUALIFICATIONS

1. A strong track record in sales within the Energy and Utilities Sector.
2. Deep experience selling and managing software products or technology services, including the development of Enterprise Agreements.
3. Experience selling cloud-based technology.
4. Experience leading teams across multiple geographies working with large global customers.
5. Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large revenue accounts within the Energy and Utility Sector.
6. Experience and success in negotiating complex deals with customers and partners.
7. Technical background: computer science degree, engineering experience and/or technical sales roles.
8. Excellent interpersonal, verbal and written communication, analytical and presentation skills.

PREFERRED QUALIFICATIONS

1. Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion.
2. Proven track record of taking ownership and driving results. Ability to effectively lead a scaled sales organization, and work with a variety of organizations, management levels, cultures, and personalities.
3. Deep understanding of cloud technologies, including public and hybrid cloud platforms; technical background in engineering, computer science, or MIS a plus.
4. Recognized industry expertise in primary discipline(s) with proven public speaking and media prowess.
5. Demonstrated decision-making, problem-solving, and negotiating skills.

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