Sr. Account Executive, ComSec Reseller
Amazon
DESCRIPTION
Come be a part of a rapidly expanding $35 billion-dollar global business. At Amazon Business, a fast-growing startup passionate about building solutions, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business, we strive to be the most recognized and preferred strategic partner for smart business 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 and industries. Unlock your career potential.
About Role:
The Senior Account Executive plans and delivers quota, implements prospect acquisition and customer growth campaigns, and fosters voice of customer feedback. The ideal candidate will have experience in consultative selling skills within complex negotiations, consistently delivering quotas, executing sales strategy, and developing cross-functional relationships to voice customer feedback to internal stakeholders, tracking progress within CRM. The candidate will be expected to acts as subject matter expert of customer segment (e.g. issues, trends, pain-points) and ability to influentially discuss with senior executives across a wide range of roles. They will also have experience working cross-functionally with partner teams and have experience with technology integrations (including helping connect customers to Amazon's APIs).
Key job responsibilities
Role Responsibilities:
• Lead customer-facing efforts to understand our partner’s inputs and outputs to facilitate executing sales targets with existing solutions
• Clarifying and articulating the AB value proposition for market differentiation
• Drive Customer satisfaction across the Customer base with expert account management
• Partner with Sales Operations, Marketing and others to test, measure, and execute sales programs
• Own the process for developing GTM material, sales plays and seasonal campaigns
• Present results in weekly, monthly, and quarterly business review meetings to key internal stakeholders and executives
• Delivers results for customers by creating scalable, long-term mechanisms to drive product features, collaborating with Engineering and Product to deliver customer-focused products and solutions
• Capturing the current obstacles for growth and leading initiatives with strong data analytics that provide feedback and recommendations to drive OP1/OP2 planning
About the team
The Channel Sales team works with a combination of B2B2B/C solution providers, technical partners, wholesalers, and resellers that may leverage the AB marketplace to make products available to their customers, which adds value to the products and services they offer, or they buy from AB directly. These partners fall within three sub-verticals: (i) SaaS Partners, who connect AB with their customers’ IT systems via APIs (B2B2B) to make AB selection available to shop, (ii) e-Tailers (incl. e-Resellers), which can include domestic and international e-Resellers that connect their customers’ to AB to offer a wide selection of products, and then manage delivery to the end customer (incl. managing international transit), and (iii) Wholesalers and Distributers, that purchase products from AB to resell in their own stores or on their own website (effectively treating AB as a wholesaler) or purchase products from AB and combine them with other value-added services for their customers
BASIC QUALIFICATIONS
- Bachelor's degree or equivalent
- 5+ years of B2B or enterprise sales with a focus on hunting new business experience
- Experience positioning and selling innovative solutions to new and existing customers and market segments
- Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels
PREFERRED QUALIFICATIONS
- Knowledge of procurement and source to pay processes and solutions or equivalent experience
- 8+ years of sales experience selling to Fortune 1000 senior leadership
- Expert use of MS Office Suite, CRMs (e.g. Salesforce.com) and other systems
- Experience owning customer facing communication including leading in-person or virtual customer meetings, product demonstrations, or trainings
- Demonstrated success identifying, prioritizing, developing, and growing a book of customer accounts
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, protected veteran status, disability, age, 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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $101,800/year in our lowest geographic market up to $176,400/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.