Are you a commercially minded, data driven individual who is passionate about simplifying complexity and inventing on behalf of customers? Would you like to engage directly with C-level executives, IT professionals, and influencers at all levels to help assess and understand the business value, ROI, and financial benefits of migrating and modernizing infrastructure or applications to AWS? Do you have a thirst for driving large scale, complex initiatives that requires solving complex commercial and technical problems and influence C-level business stakeholders? AWS is a strategic partner for many Financial Services customers in India who are driving massive transformation programs, that require leveraging technology to drive innovation at scale. You will play a key role in accelerating the cloud adoption of many of these customers, partnering and collaborating with key partners as they accelerate their shift from traditional data centers to public cloud. You will identify opportunities where customers are ready to divest some data center assets and develop repeatable strategies to modernize customer's IT infrastructure and organization culture. Along with customer stakeholders, you will work with partners and other groups within AWS to give customers the best insights into how to build and execute such large multi-year transformation projects.
Key job responsibilities
Lead a virtual team that drives customer engagement to identify and create opportunities for large-scale cloud adoption of AWS, and drive the associated customer business outcomes.
Convey the value of the various AWS investment programs related to Data Center Exit and Large scale migrations to senior customer stakeholders.
Leads large multi-year, significant impact and high visibility initiatives engaging customers and partners, developing joint value propositions and delivering these pitches to senior decision makers on the benefits of migrating to AWS.
Help customers make the case for change and develop business cases for migrating from traditional data centers to AWS and the value they drive for their business.
Deliver workshops that help customers assess their current state, define their future state, and develop cloud migration plans.
Build compelling proposals to help customers achieve business value from these initiatives and lead the creation and delivery of commercial agreements to customers/ partners.
Develop Go-to market plans with key strategic partners
Ensure the transformation initiative success post-commercial commitment.
Conduct customer briefings, present at customer and AWS events, further AWS thought leadership in the IT and business transformation domain.
A day in the life
Research and preparation for the day’s customers meetings and calls. Collaborate with Cross functional teams on pitches, demos & solutions play
Customer meeting(s) and customer cadence calls
Stakeholder mapping
Deeply understand customer stakeholders on the business & people front, to be able to craft value propositions aligned to their business goals
Ensure high standards and maintain SFDC hygiene
Ensure timely communication with External and Internal stakeholders
About the team
This role will be part of the India FSI team. The FSI team works closely with large banks, Insurers, NBFCs, Fintechs and Capital Markets customers to accelerate cloud adoption to drive business outcomes via enhanced customer experiences, better security, resiliency and agility of their technology infrastructure, enhance time to market by driving Innovation and help drive cultural transformation in their journey to leverage technology to drive business transformation.
This team responsible for the Financial Services vertical is chartered to drive revenue, adoption, and growth from enterprise-level customers. The team interacts with leading companies and believes that world-class support is critical to customer success. AWS also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Diverse 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 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.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
- Experience developing strategies that influence leadership decisions at the organizational level
- 18+ years of IT sales experience selling IT infrastructure, IT Outsourcing in FSI.
- 7+ years of experience in customer facing roles leading large scale transformation programs or extensive customer engagements
- 5+ years of relevant work experience in technology enabled consultative, delivery, solutions, or business development roles focused on large enterprises
- Experience identifying, negotiating, and executing complex legal agreements
- Knowledge of the working and IT systems in a bank is critical to be successful.
- A strong track record of success in previous roles, esp with large enterprise customers in the BFSI domain. Good existing CXO relationships with key bank stakeholders and GSI partners are preferred.
- Experience selling cloud solutions
- Experience crafting ITO deals