Join a dedicated account team driving cloud transformation across Scottish Central Government. In this territory‑building role you will work directly with government leaders and technical teams to accelerate the adoption of AWS services, helping departments deliver better public outcomes, faster and more cost‑effectively.
Responsibilities
* Own your territory: develop and execute a comprehensive account/territory plan targeting growth in AWS service adoption across Scottish Central Government departments.
* Drive customer outcomes: translate customer challenges into AWS‑enabled solutions, articulating clear value propositions from the CXO level through to IT architects and developers.
* Build strategic relationships: engage senior stakeholders (Director General, CTO/CIO level) with thought leadership on cloud modernisation, data, and AI, positioning AWS as a long‑term strategic partner.
* Manage a healthy pipeline: maintain and progress a robust pipeline of qualified opportunities, ensuring accurate forecasting and consistent deal momentum.
* Accelerate adoption: remove blockers to cloud adoption by working cross‑functionally with Solutions Architects, Professional Services, and partners (ISVs, Systems Integrators).
* Represent the customer voice: advocate internally for your customers' needs, feeding insights back to product and service teams.
* Lead discovery and strategy sessions with senior government stakeholders to uncover transformation opportunities.
* Present business reviews to AWS leadership on territory progress, pipeline health, and growth levers.
* Coordinate with partners and internal teams to progress complex, multi‑stakeholder deals.
* Balance high‑volume engagement across your territory with deep strategic work on priority accounts.
* Travel to customer sites as needed (moderate travel within Scotland and occasional UK‑wide).
Qualifications
* Experience in the full sales cycle, technology sales, sales engineering/consulting, or equivalent business development.
* Knowledge of cloud computing technologies.
* Knowledge of AWS services, market segments, customer base, and industry verticals.
Preferred Qualifications
* Bachelor's degree.
* Experience with AI/ML technologies.
* Experience driving new business in greenfield accounts at the C‑suite level or equivalent.
* AWS Cloud Practitioner certification.
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