Senior Customer Practice Manager

Bachelor’s degree, or 5 years of relevant work experience, in Computer Science, Engineering, Mathematics or a related field.
- 15+ years of IT consulting/management experience, with demonstrated IT Transformation experience in customer-facing roles.
- 10+ years of experience in technology/software sales, pre-sales, or technical consulting in customer-facing roles.
- A proven track record of managing and delivering large-scale enterprise IT projects.
- Experience with software development life cycle (SDLC) and agile/iterative methodologies required, commensurate modern certifications AWS, Agile, Scrum, SAFe, etc.
- Good experience with Continuous Integration and Continuous Delivery (CI/CD)
- Demonstrated ability to work creatively and analytically in meeting customer needs
- A proven track record of managing and delivering large-scale enterprise IT projects
- Ability to communicate fluently in English and Portuguese, in technical and business settings (verbal and written).

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 transformation - develop long term 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
- Bachelor’s degree, or equivalent experience, in Computer Science, Engineering, Mathematics or a related field
- 15+ years of IT consulting/management experience, with demonstrated IT Transformation experience in customer-facing roles
- 10+ years of experience in technology/software sales, pre-sales, or technical consulting in customer-facing roles
- A proven track record of managing and delivering large-scale enterprise IT projects
- Experience with software development life cycle (SDLC) and agile/iterative methodologies required, commensurate modern certifications AWS, Agile, Scrum, SAFe, etc.
- Good experience with Continuous Integration and Continuous Delivery (CI/CD)
- Demonstrated ability to work creatively and analytically in meeting customer needs
- A proven track record of managing and delivering large-scale enterprise IT projects
- Ability to communicate fluently in English and Spanish in technical and business settings (verbal and written).

This is a customer facing role. You be required to travel to client locations to deliver professional services when needed.
- Understanding of infrastructure-as-a-service (IaaS) computing transition challenges
- Demonstrated ability to think strategically about business, product, and technical challenges
- Outstanding customer relationship management experience and collaboration skills
- Vertical industry sales and delivery experience of services and solutions
- Experience with design of modern, scalable delivery models for technology consulting services
- Business development experience including complex agreements w/ integrators and ISVs
- International consulting or professional servic