Associate Account Executive

About the Role

• Take the lead in unlocking growth potential for both new and existing AWS customers.
• Be part of shaping the future of how technology is deployed for AWS customers.
• Help prospects and customers solve critical business challenges, pursue growth, and maximize business impact using AWS solutions.
• Own all top of funnel activity.
• Conduct high quality account research and source net new contacts at scale.
• Execute high volume prospecting, lead qualification, and opportunity generation for assigned territories.
• Partner closely with Account Teams to develop a deep understanding of primary industries, accounts, and personas within territories.
• Develop new relationships across all organizational levels.
• Collaborate with internal and external partners to develop and execute comprehensive prospecting plans that identify new customer use cases.
• Use effective communication and technical acumen to uncover and understand critical business issues.

Key Responsibilities

• Work with other sales team members to ensure opportunities are understood and next steps are clearly defined via demonstrations, discovery, and qualification.
• Utilize product knowledge and internal resources to leverage technical skillsets and meet customers’ needs.
• Achieve all input and output goals, including: contacts sourced, leads qualified, customer calls completed, meetings scheduled, and opportunities created.
• Drive net new business via customer acquisition by leveraging one-to-many and one-to-one outbound campaigns, in addition to qualifying inbound opportunities from marketing and partner channels.
• Expand services breadth and consumption within the existing customer base via account planning and territory management.
• Accurately track activity and develop pipeline using a CRM (Salesforce).
• Leverage self-service reporting tools.
• Innovate new and creative ways to engage with new customers and expand on existing customer relationships.
• Understand the technology footprint, technical challenges, and business objectives that each customer faces.

Requirements & Tech Stack

• IT sales experience
• Experience navigating prospective accounts from and into a senior executive level to identify new customer opportunities
• Bachelor's degree or equivalent
• Salesforce
• Microsoft Office products and applications

Qualifications

• Sales or equivalent certification