• Job Description

  Req#: 2421830
  Amazon Business gives organizations of all sizes access to hundreds of millions of products in a shopping experience built for businesses. The Amazon Business team is dedicated to developing solutions that combines the selection, convenience, and value customers have come to know and love from Amazon, with new features and unique benefits tailored to customers.
  
  The Amazon Business Account Representative is responsible for both building and managing a book of business leveraging solution-selling, traditional and digital prospecting tactics, and supporting long-term strategic customer relationships following the initial prospect/onboarding and stabilization period. The primary areas of responsibility include prospecting, expert knowledge of features and products to create a personalized solution for each institution (feature adoption), and developing relationships with buying decision makers across functional areas such as Procurement, Information Technology, Finance, Facilities, and more.
  
  The Account Representative will ensure recommended solutions meet our customers’ procurement needs and will recommend approaches and alternatives that fit their environment, including but not limited to contracting and competitive requirements unique to public institutions, eProcurement integration, advanced payment, and automated reconciliation processes. The candidate will work closely with customers to manage deployment and ensure that our solutions are successfully adopted.
  The ideal candidate will have relevant consultative sales experience and have a proven track record of meeting and exceeding program goals and revenue targets.
  
  Key job responsibilities
  • Primarily work with small to mid-size accounts. May identify new leads in assigned territory, and utilizes data to prioritize pipeline.
  • Assisting customers with registration and presenting registered customers with Amazon Business account tours.
  • Applies client insights to adjust value proposition to clients’ needs and objectives, by engaging and presenting to prospects and clients via phone, e-mail and web-based tools.
  • Consistently provides detailed reasons for closed and lost business, applies client insights into sales strategy and plans.
  • Consistently maintain and effectively work a productive lead pipeline, and accurately track in CRM within prescribed SLAs.
  • Confidently discuss features and benefits of a given product or service with customers.
  • Able to conduct simple negotiations from lead building to close and track progress within CRM.
  • Work closely with marketing, merchandising, business development, customer service and other internal Amazon stakeholders.
  • Delivers results on established sales goals with limited guidance, by meeting or exceeding targets for customer acquisition and customer spend adoption.
  
  We are open to hiring candidates to work out of one of the following locations:
  
  San Jose, CRI- Experience with pipeline management skills to include utilization of Salesforce or other CRM tools
  - 3+ years sales experience, preferably in B2B Sales (including but not limited to tele sales in technology, solutions, customer onboarding and/or renewal sales)
  - 3+ years experience owning a customer portfolio and building sales growth plans (deliver against territory revenue quota, incremental spending users and feature adoption)
  - Speak , write and read in English- • Working knowledge of eCommerce business models, online marketing tactics, direct competitive landscape and the key value- added, differentiators within Amazon’s offerings.
  - Expert use of MS Office Suite
  - Knowledge of procurement and source to pay methods
  - BA/BS degree
  - +3 Years’ experience driving customer data and benchmark information to build successful action plans to both sales and feature sales penetration strategies.
  - Working experience on effective conversations with customers, and close deals effectively.
  - Proving record working with high level of complexity and high ability to prioritize and demonstrate discipline in exceeding goals.

• About the company

  Amazon.com, Inc. is an American multinational technology company based in Seattle, Washington, which focuses on e-commerce, cloud computing, digital streaming, and artificial intelligence. It is one of the Big Five companies in the U.S. information technology industry, along with Google, Apple, Microsoft, and Facebook. The company has been referred to as "one of the most influential economic and cultural forces in the world", as well as the world's most valuable brand.

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