Senior HPC Sales Specialist, AGS Field EMEA Germany

AWS Global Sales is seeking a driven, talented, and experienced business leader to develop and scale our HPC solutions for Germany. We are looking for a Sales Specialist who understands High Performance Computing (HPC), Accelerated Computing (AC), Scientific computing and has experience in development of scalable applications for one of the following domains such as Engineering (CAE/CFD), Health Care Life Sciences (Genomics, Drug Discovery, Modeling and Simulation, Computational Chemistry etc), Financial Services (Grid, Risk Modeling), cloud technologies who can define and execute the strategy that addresses the computational needs for our next-generation HPC workloads.

You would use your business savvy to drive revenue, develop sales programs, and identify new customers and opportunities. You will work directly with the most interesting and demanding enterprise accounts across both commercial and public sector, to understand their requirements and turn them into reality. Working hand in hand with our product team, sales teams, and solution architects, you will help customers leverage the scale and performance of AWS to cost-effectively solve their most challenging problems. Your background in High Performance Computing (HPC), Accelerated computing (AC), cloud-friendly, scalable architectures will help customers understand how to scale their infrastructure on the cloud. Your excellent verbal and written communication skills will allow you build sales enablement tools, evangelize our platform with our enterprise customers, start-ups and valued partners. The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the Director/Program level, as well as a technical background that enables them to easily interact with software developers and architects. She/He should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and Bias for Action is a must.

The ideal candidate is an experienced leader in HPC/AC workloads and has deep technical business development experience. This candidate should have experience building and consultative selling innovative technical solutions. The ideal candidate should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus within AWS and within customer and partner organizations. Good business judgement, and a keen sense of ownership, drive, tenacity, and scrappiness are a must. The candidate will need to be strong at interacting, communicating, and partnering with other teams within AWS, such as service teams, field solutions architecture, sales, marketing, and professional services, as well as representing the business to executive management.

This position will be based in Berlin or Munich, Germany with some travel as needed.

Key job responsibilities
* Lead the Business development and GTM strategy for HPC workloads serving our customers across commercial sector in Germany. Leverage AWS Sales, Marketing, and Partners to win lighthouse customers and partners that are repeatable and scalable.
* Determine customer segmentation, identify workload use cases and develop strategies to engage major customers and partners directly. Prospect, qualify, and deliver early adopter and proof of concept deployments in collaboration with key stakeholders and delivery teams.
* Develop mechanisms to establish new business in target market segments and enable the field organization to drive the day-to-day interactions that identify prospects for long-term business opportunities.
* As the voice of the customer, influence product teams to help them evolve the products and address issues, concerns, and requests from the field.
* Work with the AWS Partner team to build an ecosystem of partners that can deliver solutions and ensure partner readiness.
* Serve as an evangelist for HPC workloads.
* Synthesize data and information gathered from customer and partner engagements into succinct findings, derive strategic insights, and persuasively communicate findings and perspectives to product and sales teams, including to AWS senior management.

A day in the life
* You will serve as a key member of the Germany Core Services Sales team and focus on helping to develop and drive overall AWS market and technical strategy for HPC Services.
* Help define the AWS market segments, customer base, and industry verticals we target.
* Set a strategic Go-To-Market plan for target markets and ensure it is in line with the AWS strategic direction.
* Create mechanisms to drive pipeline by engaging with prospects, partners, and key customers.
* Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
* Handle a high volume of engagements and the fast pace of the cloud computing market.

About the team
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

About AWS

Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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.

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Inclusive Team Culture
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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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

We are open to hiring candidates to work out of one of the following locations:

Berlin, BE, DEU | Munich, BY, DEU

BASIC QUALIFICATIONS

• Experience in High Performance Computing, Accelerated Computing, Modeling and Simulation
• Presentation skills with a high degree of comfort speaking with Commercial executives and decision makers.
• Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO)
• Strong verbal and written communications skills Technical and/or business degree required.
• Business fluent English is required for customer interactions, internal communication and collaboration with the worldwide teams.

PREFERRED QUALIFICATIONS

• Multi-year experience as a tenured HPC Salesperson
• Technical experience in High Performance Computing, Accelerated Computing, Modeling and Simulation, 10+ years of proven track record driving customer engagement
• 10+ years of experience in customer facing roles in infrastructure or cloud technology
• Experience working with new product/service development teams
• Proven ability to deliver results in a matrix organization (leveraging multiple functions and teams)
• Demonstrated ability to adapt to new technologies and learn quickly
• Strategic problem solving and collaboration skills
• Business fluent in German highly desired

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