Job summary The Amazon Web Services Professional Services team is looking for Enterprise Service Managers (ESM) that can manage the working relationship with one or more Financial Services organizations, develop a long term Professional Services strategy and execute that strategy within those accounts. The ESM is a trusted advisor for our largest and most committed customers. The role includes all aspects of business development, relationship development, delivery oversight and program management in those accounts. AWS Professional Services engage in a wide variety of projects for our customers and partners, providing collective experience from across the AWS customer base and are obsessed about strong success for the Customer. Our team collaborates across the entire AWS organization to bring access to product and service teams, to get the right solution delivered and drive feature innovation based upon customer needs. We are looking for people who are passionate about: Engaging customers - collaborate with AWS sales and partner teams to develop strong customer and partner relationships and build a growing business and drive AWS adoption in a geographic territory and/or for a named set of customers Enable cloud transformation - develop long term Cloud Strategy with customers, identify & develop specific opportunities and supporting business cases, manage issues and risks Support the commercial relationship - plan and implement a portfolio of projects, including budget & deliverable responsibilities, drive proposal construction, including estimations and deal pricing, conduct contract negotiations & execute contracts Lead great people - build high performing teams of consultants with superior technical depth and outstanding customer relationship skills Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps Think big - ability to assess customer marketplace circumstances, organizational readiness, and C-level sponsor willingness to initiate conversations that lead to broader strategic transformation programs, construct large, complex multi-month programs which include multiple ProServe engagement services Key job responsibilities · Long term development of Commercial Enterprise Customers · Engage with customers to understand their business drivers and application portfolio · Development of long term Cloud Strategy for customers · Identify & develop specific opportunities and supporting business cases · Deal shaping, including estimations and deal pricing · Contract negotiations & closing · Planning and implementation of a portfolio of projects, including budget & deliverable responsibilities · Mitigation of delivery risks & issues · Overseeing delivery of projects in account, ensuring high quality delivery · Act as single person of contact for Customer executives, developing deep, trustful relations · Educate customers on AWS services and translate those into a clear business value proposition · Envision and inspire customers · Coaching Customer and Partner teams to be self-sufficient. This is a customer facing role. You be required to travel to client locations to deliver professional services when needed.