Specialist Seller, SAP, ANZ PS Areas Specialist
AWS is seeking a SAP Specialized territory manager to help us maintain our leadership position as the preferred cloud for SAP workloads in Australia and New Zealand.
Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing. Our web services provide IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world.These customers range from start-ups to leading web companies to Global 500 companies in industries such as financial services, pharmaceuticals, and high technology.
AWS and SAP have been collaborating since SAP became a customer in 2008. Together, we have certified AWS to support most SAP solutions, brought purpose built EC2 instances to market to support SAP customer needs, and helped SAP leverage AWS services to power a number of their cloud product solutions.
As the SAP on AWS Specialty Sales Representative within Amazon Web Services (AWS), you will have the opportunity to deliver on our strategy to build mind share and adoption of AWS solutions for SAP across AWS’s most strategic customers. You will be responsible for the SAP sales motion, which includes; identifying SAP customers & opportunities, qualifying & building pipeline, driving SAP on AWS discussions with customers, and responsibility for the overall sales cycle.By establishing and growing business and technical relationships, and managing the day-to-day interactions with these stakeholders, you will be responsible for driving top line revenue growth and overall end customer adoption across the AWS Enterprise Market Segment.
The ideal candidate will possess a business background that enables them engage at the CXO level, deep experience with SAP, knowledge of SAP specific infrastructure solutions that will help drive the SAP on AWS ecosystem, as well as a sales background that enables them to easily interact with enterprise customers, partners, and the AWS field teams.The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, and the ability to build and convey compelling value propositions.
Key job responsibilities- Drive revenue and market share in a defined territory or industry vertical through strategic value based selling, business case definition, ROI analysis and references.
- Accelerate customer adoption of SAP on AWS
- Develop and execute against a comprehensive account/territory plan.
- Manage the end-to-end sales process through engagement of appropriate resources such as Solutions Architects, Professional Services, Executives and Partners etc.
- Create & articulate a compelling value propositions around the use of SAP on AWS.
- Manage and maintain a robust and accurate sales pipeline of opportunities.
- Work with partners to extend reach & drive adoption.
- Close new business and add on business from new and existing accounts, develop referrals and references accounts by building long-term strategic relationships with key accounts.
- Coordinate and participates in regional team meetings for education and product strategies.
A day in the life
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success.This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.
About the teamDiverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred 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.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred 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
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
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.• 7+ years Experience of direct/matrix sales, business development, and program management experience- Experience selling SAP Applications, Technology, and Infrastructure
- Prior experience growing SAP or SAP related businesses
- Experience working with SAP partners and the SAP ecosystem
- Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large revenue accounts
- Public Sector experience with an extensive customer network in ANZ
- Experience and success in negotiating complex deals with customers and partners.
- Strategic problem solving and collaboration skills
- Strong presentation and communication skills with the ability to articulate complex concepts to cross-functional audiences (both verbal and written)
- Experience working with cloud computing technologies/companies
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 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 attributes.
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.