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Strategic Deal Pursuit Leader


London, United Kingdom


Amazon Web Services is leading the next paradigm shift in computing. We are looking for a Pursuit Team Leader to help build the strategy and motions for the UK Enterprise Accounts customer segment. He / she will hire and develop a skilled team and manage a virtual team, to execute on this strategy resulting in large, transformational programs in a multinational customer base. This leader's responsibilities will include owning all aspects of the pursuit (qualification criteria, customer requirements gathering, solution and migration mapping including financial engineering and partners, roadmap prioritization, pricing and closing), team management (recruiting, staffing, mentoring). He / she will also be responsible for developing and standardizing best practices that can be adopted by our customer base. He / She will need to work closely with the UK vertical leaders, and with their teams, to ensure that customers are able to quickly understand the opportunities for transformation that AWS offers, and how they will bring this to bear on their business. Working with partners, both small born in the cloud partners and global large systems integrators, will be integral to the success of this team. This position is based in the UK.

Key Responsibilities:

· Develop and execute a comprehensive pursuit plan for UK Enterprise Accounts.
· Source, develop and close large transformational programs within the UK Enterprise segment.
· Drive engagements at the CXO level as well as with Line of Business Leaders across complex organizations.
· Create, articulate, and develop artifacts related to large, transformational projects, and train the team on these.
· Work with partners (System Integration Partners, Channel Partners, Network providers, Independent Software Vendors) to extend reach & drive adoption.
· Serve as a key member of the UK Enterprise leadership team in helping to define and deliver the overall strategy and governance for UK Enterprise adoption.
· Prepare and deliver business reviews to the AWS executive team.
· Work closely with the AWS business development, professional services and program teams to help build transformational offerings.
• Inspire, motivate and drive the team to deliver on priorities you set.
• Maintain a cooperative atmosphere that encourages information to be shared and the knowledge within the company to be fully exploited.
• Instill a sense of urgency and diligence across internal and customer teams.


• Track record in forecasting, account management, sales planning and sales operations with a track record of exceeding revenue quota and new customer adoption goals within a multinational account base.
• Demonstrated ability to engage and influence C-level executives.
• Strong technical competency, significant migration experience leading technology delivery programs for large organisations
• Passion for emerging technology
• Consultative and value-driven approach to client relationships.
• Strong verbal and written communications skills.
• Experience in negotiating large contracts, coordinating closely with legal counsel and senior AWS executives.
• Blend of experience with FTSE 100 businesses as well as a demonstrated ability to operate in an entrepreneurial, agile environment.
• Ability to work effectively across internal and external organizations.
• Experience developing and facilitating appropriate sales motions to lead a virtual team broad and deep in targeted accounts.
• Experience hiring and managing a world class team of global sales professionals.


· Understanding of cloud computing concepts and the AWS IaaS offering.
· Successful track record of driving adoption of new and disruptive technologies within large multinational customers.


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