Global Account Manager, EMEA Energy & Utilities
- Riyadh, Saudi Arabia
Posted yesterday
About the role
DESCRIPTION
We are seeking a world-class sales professional to join our AWS Industries (AWSI) Energy & Utilities team as a dedicated Global Account Manager (GAM) for one of the world's largest Oil & Gas companies, headquartered in Riyadh, Saudi Arabia. You will own the commercial strategy and customer relationships across the company's Upstream and Downstream operations, driving the next wave of cloud and AI adoption in one of the most transformational accounts in the energy sector.
The opportunity is significant. This global energy company is engaged in a broad cloud transformation spanning Private Marketplace, Migration & Modernization, Industry Vertical Vendors ecosystem, AI Adoption, and Cybersecurity — with a substantial multi-year growth trajectory.
You will be the single owner of the Upstream and Downstream commercial strategy, working closely with cross-functional teams to ensure the customer receives the strongest combination of deep industry expertise and local presence.
You will define and execute a CXO-level relationship strategy with the customer's operational leadership, coordinate alignment with main Industry Vertical Vendors, and shape the customer's digital transformation roadmap. You will engage the AWS senior leadership team for executive sponsorship, lead executive business reviews, and represent AWS at industry events in the Kingdom of Saudi Arabia.
Key job responsibilities
- Own the Upstream and Downstream commercial strategy as the single accountable GAM for these business units, driving pipeline creation, deal execution, and revenue attainment.
- Build and maintain executive relationships across the customer's operational leadership, including senior executives in Upstream, Downstream, and Digital Transformation organizations.
- Drive the Industry Vertical Vendors ecosystem engagement and co-sell motions, unlocking revenue through partner-led workload migrations and SaaS deployment on AWS.
- Lead strategic engagements with the customer's technology and operational teams to shape AI, migration, and modernization use cases.
- Coordinate executive business reviews (QBRs) and drive resource alignment to support account priorities.
- Represent AWS at industry events and government engagements in the Kingdom of Saudi Arabia.
- Work with all appropriate AWS resources (Executives, Solutions Architects, Business Development, Marketing, Partners, Support, Service teams, and Professional Services) to advance customer outcomes.
- Monitor competitive dynamics and position AWS as the strategic cloud and AI platform for the customer's operational technology environment.
About the team
AWS Industries (AWSI) is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers — whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.
Within the Energy & Utilities vertical, we bring specialized expertise across the entire energy value chain — upstream exploration and production, midstream transportation, downstream refining, and the energy transition. We work in close partnership with regional teams to ensure our largest energy customers receive global industry depth combined with local commitment.
You will be part of a global team of highly skilled professionals working daily to build value propositions leveraging the power of AWS Cloud, AI, and the industry's strongest ecosystem of vertical vendors.
BASIC QUALIFICATIONS
- At least +10 year extensive experience in enterprise sales and account management with a proven track record of exceeding targets in complex, global accounts
- Deep knowledge of the Oil & Gas business, specifically upstream (exploration & production) and secondly downstream (refining, chemicals, distribution) operations
- Extensive experience working at a technology company, systems integrator, or consulting firm as the lead account and relationship manager for a large, complex global organization
- Demonstrated ability to sell at CXO level and build strategic relationships with operational and technology executives in national oil companies or major integrated energy companies
- Good understanding of cloud computing (IaaS, PaaS, SaaS), AI, and digital transformation trends in the energy sector
- Proven experience in working with the national Saudi Oil & Gas company locally
PREFERRED QUALIFICATIONS
- BA or BS degree in engineering, computer science, business, or related field (MBA preferred)
- Arabic language proficiency (written and spoken) and existing professional network in KSA
- Experience in consultative selling or management consulting background with energy sector focus
- Familiarity with GenAI, large language models, and sovereign AI deployment models
- Experience with Industry Vertical Vendors ecosystem management and co-sell motions
- Understanding of the business culture and regulatory environment in the Kingdom of Saudi Arabia
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