Principal Sales Specialist, Analytics, Enterprise Accounts

Amazon • Jersey City, NJ

5d

About The Position

As an Analytics sales specialist in this rapidly expanding field, you'll drive
growth by helping customers leverage emerging technologies that directly impact
their technical capabilities and business success. You will work backwards from
customer goals and you'll 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; and Amazon OpenSearch Service, 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. Then you will work
with a specialized solution architect to craft a solution spanning these
solutions 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, as you'll need to
understand both the technical architecture and business implications of modern
data and AI solutions.

Requirements

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

Nice To Haves

• 5+ years of building profitable partner ecosystems experience
• Experience developing detailed go to market plans

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 & 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 & drive adoption.
• Develop long-term strategic relationships with key accounts.
• Ensure customer satisfaction.
• Expect moderate travel.

Benefits

• Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives.
• Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed