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Sr. Account Executive

1 month ago

Ottawa, Ontario, Canada Amazon Full time
Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations reimagine buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes, unlocking our potential worldwide.

Amazon Business in Canada is expanding our sales team to make buying even easier for Canadian business customers across all verticals. Companies can now easily manage their procurement needs and purchase supplies through Amazon Business and Business Prime.

Account Executive Responsibilities

Account Executives in the Enterprise Commercial Sales segment are responsible for building and managing their book of business leveraging solution-selling, traditional and digital prospecting tactics, and supporting long-term strategic customer relationships. The primary areas of responsibility include:

1. Prospecting and expert knowledge of features and products to create personalized solutions for institutions.
2. Developing relationships with buying decision makers across functional areas such as Operations, Supply Chain, Procurement, Information Technology, Facilities, and more.
3. Ensuring recommended solutions meet our customer's procurement needs.
4. Recommending approaches and alternatives that fit customer environments, including contracting and competitive requirements unique to public institutions, eProcurement integration, advanced payment, and automated reconciliation processes.
5. Working closely with customers to manage deployment and ensure successful adoption of solutions.

Key Job Responsibilities

1. Owns all facets of the account management process for large, complex Enterprise accounts (companies with annual revenue between $250MM - $2.5B) within the assigned territory.
2. Assumes ownership of the pipeline and exerts influence over the demand generation sourcing process.
3. Meets or exceeds targets for prospecting and acquiring new customers, as well as managing customer accounts.
4. Engages with customers up to the VP/SVP level, including roles such as CPO and Head of Indirect Procurement.
5. Demonstrates the ability to articulate, discuss, and contribute to the customer's procurement strategy and key focal points.
6. Capable of successfully concluding customer negotiations involving various stakeholders.
7. Familiar with Procurement Business Processes ('Purchase-to-Pay').
8. Knowledgeable of ERP systems (Coupa, SAP, Oracle, MSFT), e-Procurement Systems, and other solutions (Single-sign-on, e-invoicing).
9. Prepares strategic account plans and written narratives for internal executives and stakeholders.
10. Drives periodic innovation aimed at enhancing customer satisfaction.
11. Collaborates closely with professional services, marketing, merchandising, business development, customer service, and other key internal Amazon stakeholders.
12. Bilingual (English/French).

BASIC QUALIFICATIONS

- Experience positioning and selling innovative solutions to new and existing customers and market segments.
- Experience with Microsoft Office products and applications.
- Experience with sales CRM tools such as Salesforce or similar software.
- Bachelor's degree or equivalent.

PREFERRED QUALIFICATIONS

- 5+ years of B2B or enterprise sales with a focus on hunting new business experience.
- Knowledge of procurement and source to pay processes and solutions or equivalent experience.
- Experience identifying trends and needs to improve an already closed large-scale technology deal.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status.

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