BigBet Enterprise Service Manager

3+ months agoTokyo, Japan


Are you interested in working with the largest enterprise organizations in the Asia Pacific region as they navigate through some of the most dynamic and disruptive transformation projects in their organization's history? Does the prospect of empowering these organizations cloud transformation success by aligning professional services to critical business and IT outcomes, and by providing guidance to accelerate the rate of execution and adoption of cloud technology excite you? The Amazon Web Services Professional Services team is looking for an Enterprise Service Manager (ESM, Big Bets) that can rapidly build relationships with large organizations, develop a transformative Professional Services strategy, and execute that strategy within those accounts. As ESM you are the trusted advisor to our largest and most committed customers. The role includes all aspects of Business and Digital transformation consulting, program & relationship development, contract structuring, and delivery oversight. Big Bet ESMs work programmatically with our customers, our account leaders, and our executive teams within AWS, in order to scale the value we can deliver across markets, industries, and partners. AWS Professional Services have the capacity to collaborate across the entire AWS and Amazon organization, bring access to product and service teams, get solutions delivered, and drive feature innovation based upon our customer's needs.


We are looking for someone who is passionate about:
• Building transformational programs & engagements with large enterprises, spanning multiple industries
• Engaging with customers to understand their business drivers and align those with AWS technology, and our ability to execute through AWS professional services and partners
• Developing long term Cloud, Digital, and Business Transformation strategies for our customers
• Identifying & developing business & financial cases supporting the case for change
• Shaping complex deals, developing repeatable deal and partner constructs, including staffing estimations, pricing, proposal development and SOW development, contract negotiations & deal closure
• Leading Innovation Accelerator workshops with customers, designing and running digital experiments, and scaling those through professional services
• Overseeing delivery of programs and ensuring quality and alignment to business outcomes
• Steering Committee leadership supporting customer CxO's, communicating progress against business outcomes, program schedule, and owning mitigation of delivery risks & issues
• Act 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
Location: Tokyo, Japan
Customer facing time: >70%, est. travel requirement 20%


• Bachelor's degree; Masters/MBA degree preferred
• 15+ years of consulting experience with demonstrated Business, Digital, and IT Transformation experience in customer-facing roles
• Experience working with matrix organizations as the Consulting Services lead and delivering against sales quota
• A proven track record of positioning, negotiating and delivering large-scale enterprise IT projects


• Experience in public cloud computing or with a major enterprise software or infrastructure provider
• Practical experience using the AWS platform for rapid application development and scaling
• Demonstrated industry leadership in the areas of lean enterprise, digital innovation, digital strategy and/or product development
• Understanding of Enterprise Architecture Frameworks (e.g. TOGAF, Zachman) and identifying the relationships between business services, information, applications and global infrastructure assets
• Hands on experience leading large-scale digital or lean transformation projects
• Broad enterprise systems technology experience including IaaS / virtualization technologies, SAP, Oracle, and custom applications is an Equal Opportunity-Affirmative Action Employer Minority / Female / Disability / Veteran / Gender Identity / Sexual Orientation.


Job ID: Amazon-1428022

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