Edge Services Specialist Seller, UKI Enterprise, Specialist Seller

Description

AWS is hiring an Edge Services Specialist to grow adoption of the AWS Edge portfolio across UKI Enterprise customers. The portfolio covers Amazon CloudFront, AWS WAF, AWS Shield Advanced, AWS Global Accelerator, Amazon Route 53 and CloudFront Functions/Lambda@Edge. You will own the Edge business for a set of UKI ENT Sales Territory Organisations (FSI, TMEGS, Retail & CPG, Energy, Utilities, Industrial & Semiconductor and Cross Industry). You will work alongside Account Managers, Solutions Architects and partners to win net new workloads, displace incumbent CDN and security vendors, and speed up consumption.

This is a quota-carrying role. You will be measured on revenue and YoY revenue growth for Edge services across your territory.

Key responsibilities
Build and run a territory plan for Edge services across UKI ENT STOs, prioritising accounts by spend potential, incumbent vendor contract dates and strategic fit.
Create, qualify and close Edge opportunities, from first conversation through commercial negotiation and launch.
Lead competitive displacement motions against third-party CDN, DDoS and WAF providers, including TCO and performance benchmarking.
Position Edge as part of wider customer programmes: migrations, modernisation, media and streaming, ecommerce peak readiness, gaming and security transformation.
Work with Account Managers to embed Edge in account plans and executive business reviews.
Enable UKI ENT sellers and SAs on Edge value propositions, discovery questions and qualification criteria.
Work with partners and AWS Marketplace to build co-sell motions and repeatable offers.
Use funding programmes and commercial levers (for example PoC credits, MAP and private pricing) to remove blockers to adoption.
Keep pipeline hygiene and forecasting accurate in Salesforce, and report weekly on pipeline, launches and risks.
Feed customer requirements back to Edge service teams to shape the roadmap.
Basic qualifications
7+ years of technology sales, business development or specialist sales experience with enterprise customers.
Track record of meeting or exceeding quota in a consultative, solution-led sale.
Experience selling CDN, application security, networking or cloud infrastructure solutions.
Ability to explain technical concepts (caching, latency, DDoS mitigation, DNS, TLS) to both technical and business stakeholders.
Experience building pipeline across a broad territory and running complex, multi-stakeholder deals.
Preferred qualifications
Experience at a CDN, edge security or networking vendor.
Existing relationships with UKI enterprise customers in FSI, media, retail or telco.
Familiarity with AWS services and the AWS partner ecosystem.
AWS Certified Cloud Practitioner, Solutions Architect Associate or Advanced Networking Specialty (or willingness to achieve it within 6 months).
Experience running competitive displacements and building TCO business cases.
Strong written communication, with experience writing customer-facing documents and business plans.
What success looks like in the first 12 months
Territory plan agreed with STO leaders within the first 60 days.
Edge pipeline goal met across UKI ENT, with a measurable share from competitive displacements.
Edge revenue growing YoY at or above the UKI growth rate.
Edge discovery embedded into standard account planning for priority accounts.

Basic Qualifications

- Experience in technology sales selling enterprise software, networking, infrastructure, managed hosting services, or cloud computing services
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent
- Experience selling cloud solutions at a software company or equivalent
- Experience explaining complex technical concepts to various business and technical audiences
- Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals

Preferred Qualifications

- BA or BS degree in a related field (MBA preferred)
- Experience in web security, or experience in Kubernetes, Docker or containers ecosystem and experience in Network protocols like DNS/DHCP/TCP
- Experience managing customer relationships
- Experience building and analyzing cost/benefit scenarios and business cases and communicating results throughout the organization
- Experience writing business strategy documents and plans

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