Strategic Adoption Manager, Commercial Sector - Amazon Business

Description

Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business, a fast-growing startup passionate about building solutions, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business, we strive to be the most recognized and preferred strategic partner for smart business 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 and industries. Unlock your career potential

Our Amazon Business team is dedicated to developing solutions that make it easy for business customers to source, procure, and manage supply chain using Amazon. As an Strategic Adoption Mgr, you will work in partnership with our Account Executives (AE) sales team to manage a group of large customers to help grow their business.

Strategic Adoption Managers (SAMs) accelerates adoption within existing accounts. They are customer-facing and proactive, continually thinking of ways to deepen a customer's engagement with Amazon Business. They support AEs for larger accounts, focusing on customers with complex use cases that have high potential to become large customers.

Strategic Adoption Managers (SAMs) are "go deep" experts within Amazon Business, using problem solving, data analysis, best practice, and creativity to structure programs that incorporate Amazon Business into a customers' existing purchasing processes and/or develop new processes to improve efficiencies and reduce costs.

The SAM team is most like an "Adoption Management" role within a sales organization - while Strategic Adoption Managers may identify new points of contact within customer accounts, they do not develop net-new customers or business.

The ideal candidate will have B2B inside sales experience including working closely with Amazon sales leaders and customer buyers to drive a step-change in growth. Candidates should be self-starters with a proven track record of meeting and exceeding goals.



Key job responsibilities
- Take ownership of the customers within your territory and become an expert in their procurement and buying processes
- Accelerate adoption of Amazon Business through key initiatives including data analysis, customer surveys, user outreach, Amazon Business-specific programs, and building relationships
- Analyze customer purchasing processes and evaluate opportunities for Amazon Business solutions to improve end user experiences, reduce costs, and accelerate organization performance
- Determine the best approach to partner with customers to grow their business, including developing programs to add new users and expand spending across categories
- Drive customer meetings to support Customer Advisors as they work with their customers
- Represent the Voice of the Customer by working cross-functionally with marketing, sales operations, professional services, and product/tech teams to prioritize and unblock projects that will help customers
- Oversee program execution including project recommendation, scheduling, leadership, and timely delivery across multiple and concurrent work streams
- Meet or exceed targets for customer spend adoption
- Look around corners to make sound, customer obsessed recommendations
- Provide timely, clear and concise, and complete communications to customer and Amazon Business leadership
- Assess program risks, anticipate challenges, and request support by escalating to leadership, when necessary
- Ability to travel for internal business presentations and customer meetings (10-25%)

Basic Qualifications

- Bachelor's degree or equivalent, or 3+ years of sales or marketing work (like e-commerce, retail technology, SaaS) or equivalent experience
- Demonstrated track record of successfully identifying, developing, negotiating, and closing opportunities to increase customer product/services adoption across a wide spectrum of customer engagement levels

Preferred Qualifications

- 3+ years of inside sales experience
- Knowledge of procurement and source to pay methods at small and medium businesses
- Experience influencing at all levels within an organization, particularly at the executive level
- Experience with MS Office Suite, CRMs (Salesforce) and other systems
- Experience exceeding sales targets using a consultative, solutions-focused approach or equivalent

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, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.