How would you describe the sales culture within AWS?

Question

Accepted Answer

I was surprised to see how little pressure there is in this role. Because most deals are usage based and not contractually driven you spend most of your time enabling customer and driving them to a compelling event to provision resources. Unless you are negotiating a committed contract, very few levers to get a customer to spend so you have to work backwards to keenly understand pain points, map value proposition and provide migration funding where possible. Salesforce hygiene very important but I'm used to that so just stay off the naughty list and your a golden.

Answer

Culture is driven by doing right for the customer with less focus on quarter end or year end numbers. The idea is if you focus on supporting your customer and their growth, the usage of AWS services will come and you'll be able to meet plan. Forecasting is a mandatory activity, as is salesforce opportunities but there are not weekly meetings on the numbers.

Answer

Unlike other sales orgs, you are given a lot of tools to help customers, this is access to specialists and experts in products to help earn trust. Customer Obsession is job one and there is a heavy emphasize on doing what is right for customers. There is no pressure to sell stuff that isn't ready or doesn't work for customers. Also, you will be surrounded by very smart people, they don't hire the wrong people often.

Answer

There isn't a real sales culture at AWS.  Just a bunch of leaders and reps talking about their accomplishments and how great they are.   Coming from SaaS, where sales was very competitive, therefore we were taught to sell well, AWS is the exact opposite.  We aren't given swords and shields by marketing or sales because everyone expects the products to sell themselves.   Even the most ineffective sales rep, can do well with a great SC.

Answer

Not a lot of heavy emphasis on #s or forecasts, you're more so judged by how customer obsessed you are and the LPs

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Amazon Web Services (AWS)

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Anonymous Q&A

How would you describe the sales culture within AWS?