Senior Manager, Central Sales, UKI, Enterprise
- London, United Kingdom
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DESCRIPTION
AWS is seeking an experienced Senior Central Sales Leader to lead a high-performing team of Central Sales Representatives (CSRs) responsible for driving portfolio penetration and workload expansion across Enterprise accounts in UK & Ireland.
This is a people leadership role within the Cloud Sales Center (CSC) in EMEA, reporting to the Head of EMEA ENT CSC. The CSC works at scale across a broad portfolio of Enterprise customers, using AI-first sales motions: leveraging data signals and propensity models to identify expansion opportunities and convert them into revenue — combining strategic depth with velocity and operating leverage. The mission is to help customers accelerate their cloud and AI journeys by meeting them where they are and unlocking the next wave of adoption.
You will own the UKI ENG (Engaged) portfolio: defining the go-to-market strategy for driving deeper adoption of AWS services across hundreds of existing Enterprise customers, building and coaching a world-class team, and delivering against ambitious revenue and pipeline targets. You will operate as a builder — shaping how AI and automation augment your sellers’ effectiveness and pioneering motions that scale.
Key job responsibilities
Team Leadership & Talent Development
- Hire, develop, and retain a diverse team of 8–12 Central Sales Representatives covering Enterprise accounts across UKI
- Set a high performance bar: coach on deal strategy, pipeline discipline, qualification, and customer obsession
- Build career development paths that grow future sales leaders; drive succession planning and internal mobility
- Foster an inclusive, high-energy team culture that attracts top talent
- Own and deliver against net usage growth, expansion revenue, and pipeline generation targets for a ENT UKI portfolio
- Drive deeper adoption of AWS services within existing Enterprise customers — identifying whitespace, accelerating workload migration, and expanding service footprint
- Maintain forecast accuracy and pipeline hygiene; run weekly deal inspection cadence
- Turn signal-based leads (usage patterns, service propensity, contract events) into qualified pipeline at velocity
- Champion an AI-first approach to Enterprise selling: reimagining our way of working, to accelerate customer cloud and AI outcomes
- Define and execute the UKI ENG go-to-market plan aligned to Area and Segment priorities
- Identify workload-specific and industry-specific expansion plays that unlock the next wave of adoption in existing accounts
- Translate usage signals, competitive intelligence, and customer buying patterns into actionable territory strategy
- Collaborate with Marketing on targeted campaigns, digital plays, and event-driven engagement for the ENG portfolio
- Work closely with stakeholders including Sales leaders, Solutions Architects, Specialist Sales, and Partners, to accelerate customer outcomes
- Represent CSC priorities in UKI Area leadership forums; driving cross-learning and collaboration. Align on coverage model, account tiering, and escalation paths
- Run a rigorous operating rhythm: weekly pipeline reviews, monthly business reviews, quarterly planning
- Dive deep in leading indicators and adjust execution in real time
- Develop mechanisms that scale to deliver more to customers, faster
About the team
The AWS Cloud Sales Center (CSC) is an engine for Enterprise customers in EMEA. The Engaged (ENG) motion focuses on Enterprise accounts with active AWS usage and clear growth potential. Your CSRs are the primary commercial coverage for their portfolio: owning pipeline, driving deals, orchestrating specialist resources, and helping customers adopt more AWS services, migrate additional workloads, and accelerate their cloud and AI journeys.
BASIC QUALIFICATIONS
- Experience in technology sales and management
- Experience managing people and leading a team
- Experience reaching and exceeding sales revenue goals
- Experience in sales management
- Experience hiring and developing sales management teams
- • Strong operational discipline — pipeline management, forecasting, business reviews
PREFERRED QUALIFICATIONS
- Experience in sales or sales management of infrastructure or cloud technology
- Bachelor's degree or above, or MBA
- • Track record of building or transforming teams — evolving a sales motion, not just inheriting one, while delivering results
- • Familiarity with AI/ML-driven sales motions: propensity models, automated outreach, signal-based prioritization
- • Technical fluency — ability to engage credibly on cloud architecture, data analytics, and AI use cases with customers
- • Experience with the UK&I Enterprise market: financial services, media, retail, or technology verticals
- • MEDDPICC or equivalent deal qualification methodology
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