Senior Sales Specialist, Analytics, Enterprise

About the role

As an Analytics sales specialist, you'll drive growth by helping customers leverage emerging technologies that directly impact their AI and technical capabilities to create business success. You will work backwards from customer goals and create strategic plans that align AWS solutions with their desired outcomes. You will educate customers on "art of the possible" success stories and AWS enablers including:

• Amazon Redshift: a managed petabyte-scale data warehouse for fast SQL analytics
• Amazon Athena: for serverless SQL queries directly on S3 data
• Amazon EMR: a managed big data platform for Spark, Hive, and Presto workloads
• AWS Glue: a managed ETL service for data preparation and transformation
• AWS Lake Formation: for simplified data lake creation and management
• AWS SageMaker Studio: a unified IDE for end-to-end machine learning workflows
• Amazon Kinesis and MSK: for real-time data streaming and processing
• Amazon OpenSearch: a managed search and analytics engine

You'll help customers understand how this analytics foundation enables them to build and deploy AI/ML solutions using Amazon Bedrock, Amazon SageMaker, and other AWS AI services to drive business transformation. You will work with a specialized solution architect to craft a solution spanning these services as well as selected partner products and manage the sales process including evaluation, pricing, objection handling, navigating competitive pressures, proofs of concept, and construction of a supporting business case.

The ideal candidate combines strategic sales leadership with deep technical and business acumen. You will collaborate across AWS teams, including sales representatives, solutions architects, product managers, professional services, and partners to drive customer success. You should have experience engaging confidently with both C-suite executives and technical stakeholders, demonstrating the ability to translate complex technical solutions into clear business value. Your background should reflect success in building consensus across organizations, developing compelling value propositions, and navigating technical and business challenges. Experience in strategic analysis, enterprise sales, and technical solution development is essential.

Responsibilities

• Drive revenue and market share in a defined territory
• Meet or exceed annual revenue targets
• Develop and execute against a comprehensive account/territory plan
• Develop working backwards analytics visions including business case and financial justification, potentially gleaned from earnings reports
• Create and articulate compelling value propositions around AWS analytics services
• Accelerate customer adoption of Amazon analytics services
• Maintain a robust sales pipeline leveraging sales force automation tools and best practices
• Work with partners to extend reach and drive adoption
• Develop long-term strategic relationships with key accounts
• Ensure customer satisfaction
• Moderate travel required

About the team

The Amazon Migration Sales team positions AWS as the best place to move customer workloads into the cloud. As part of a single-threaded sales team focusing on Financial Services customers, you will be responsible for working with strategic customers and their existing account teams to qualify and pursue sales opportunities for enterprise application workloads and datacenter migration projects. You will engage with segment sales, solutions architects, partner, and professional services organizations to drive highly complex opportunities to closure. These opportunities will include migrating SQL Server, Exchange, SharePoint, VMware, or SAP applications to the AWS cloud. The team prides itself on thinking big, delivering exceptional results for customers, and working across AWS as #OneTeam.

Requirements

• 7+ years of direct sales or business development in software, cloud, or SaaS markets selling to C-level executives
• 5+ years of business development, partner development, sales, or alliances management experience
• 10+ years of professional experience

Preferred Qualifications

• Experience working with Windows Server technologies
• 4+ years of virtualization environment experience based on Microsoft Hyper-V, KVM, and VMware products
• Experience negotiating license or business development agreements

Pay

• USA, CA, Santa Clara: $157,100.00 - $212,600.00 USD annually
• USA, IL, Chicago: $142,800.00 - $193,200.00 USD annually
• USA, NY, New York: $157,100.00 - $212,600.00 USD annually

Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location.

Benefits

• Health insurance (medical, dental, vision, prescription)
• Basic Life & AD&D insurance with option for supplemental life plans
• Employee Assistance Program (EAP) and Mental Health Support
• Medical Advice Line
• Flexible Spending Accounts
• Adoption and Surrogacy Reimbursement coverage
• 401(k) matching
• Paid time off
• Parental leave

Learn more about our benefits at amazon.jobs/en/benefits.