The Amazon Web Services Professional Services team is looking for Customer Practice Managers (CPM) who can lead and/or support significant customer programs during the solution and pursuit stages, develop a long-term Professional Services strategy and execute that strategy with those customers. The CPM is a trusted advisor for our customers and the role includes all aspects of business development, deal structuring, deal support and closure in those accounts.

AWS Professional Services engages in a wide variety of projects with customers and partners, providing collective experience from across the AWS customer base. We are obsessed about successful outcomes 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 at the right time, and drive feature innovation based upon customer needs.

Engage 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
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 programs which include multiple engagement services
Envision and inspire customers
Identify & develop specific opportunities and related business cases
Deal shaping, including estimations and deal pricing
Contract negotiations & closing
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 project portfolio, including budget & deliverables responsibilities
Execute contracts as single person of contact for Customer executives, developing deep and trustful relations
Educate customers on AWS services and translate those into a clear business value proposition
Be an advocate - work with AWS engineering teams to convey partner and enterprise customer feedback as input to AWS technology roadmaps
Overseeing delivery of projects in account, ensuring high quality delivery


Key job responsibilities
Build customer strategy with the lenses of Professional Services organization
Build strategic alignment with all teams that have relationship with that customer
Pipeline generation and management
Opportunity management
Lead internal resources from ProServe to be aligned with holistic strategy
Build solid business cases and close plans
Build rapport and earn trust with customer

A day in the life
Territory Management for Deep Accounts
Pipeline generation and management
Opportunity management
Lead internal resources from ProServe to be aligned with holistic strategy
Build solid business cases and close plans
Build rapport and earn trust with customer

About the team
Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.