Amazon Web Services has created a new ‘inside sales’ team

  • Amazon Web Services has created a new sales team responsible for deepening its relationship with customers — more specifically, helping sell more cloud services.
  • Inside sales representative share sales quotas with account managers and are an addition to customer account teams, meant to expand AWS’s reach, according to one company insider.
  • The new team is run by former Comcast VP Mike Eastman, director of Americas inside sales, who joined the company in September in Matt Garman’s sales and marketing organization, according to an org chart viewed by Business Insider.
  • Microsoft has long held up its deep relationships with its customers as an advantage in the cloud wars, where it’s considered a strong second-place player to Amazon Web Services.
  • Are you a Amazon Web Services employee? Contact reporter Ashley Stewart via encrypted messaging app Signal (+1-425-344-8242) or email ([email protected]).
  • Visit Business Insider’s homepage for more stories.

Amazon Web Services has created a new “inside sales” team focused on deepening the company’s relationship with customers, Business Insider has learned.

Every AWS enterprise customer has an account team, according to a company insider: An account manager is the customer’s day-to-day contact, a technical account manager handles technical support and service issues, and a solutions architect presents technical solutions before a sales deal is closed.

The newly-created inside sales representative role takes responsibility on the team for expanding AWS’s reach into the customer account. In other words, they’re in charge of helping customers use more cloud services from across the AWS product line, which might go beyond the core server infrastructure products and into software like the AWS Redshift database or AWS Chime videoconferencing tool.

The new team is run by Mike Eastman, director of Americas inside sales, who joined the company in September. Eastman, a former Comcast vice president, reports to AWS sales VP Rich Geraffo and worldwide commercial sales VP Greg Pearson in field sales under overall sales and marketing VP Matt Garman, according to an org chart viewed by Business Insider.

Amazon has yet to respond to a request for more information.

Traditionally, an enterprise sales organization has an account manager who is responsible for a sales quota and an inside sales representative who helps the account manager set meetings. The new AWS sales role is more specialized, and shares the sales quota with the account manager, and a separate role called the demand generation representative helps with business development, such as calling customer accounts and setting up meetings.

The differences between responsibilities for the account manager and inside sales rep are yet to be clearly defined, one employee said. The employee asked not to be named discussing internal matters, but their identity is known to us.

AWS job postings describe insides sales as “a new team focused on delighting customers of all sizes, across a number of industries.” Inside sales representatives, according to a recent job posting, are “chartered with developing and managing a sales pipeline, a mix of large and small customer accounts while executing sales strategies to secure deals that will exceed account acquisition and revenue goals.”

The inside sales representatives, another posting states, plays “a pivotal role in supporting the rapid expansion of AWS in the segment through lead management, facilitation of communication, ownership of new AWS accounts and through management of tactical activities that enable strategic, enterprise level engagement.”

Amazon Web Services started by primarily selling to startups. Even though Microsoft is still the No. 2 cloud provider, the company has a long history of selling to large enterprise companies. That proficiency, and those long-held customer relationships is Microsoft’s secret weapon as it challenges AWS.

Microsoft chief financial officer Amy Hood earlier this year called the company’s enterprise sales force a “real advantage” in the cloud-computing business, which she said is “an incredibly competitive market with very large well-funded competitors.”

Amazon chief financial officer Brian Olsavsky last year said the company is investing more in marketing and sales representatives “to handle a wider group of customers.” Investing in enterprise sales and marketing people, as Olsavsky said Amazon was doing, could help the company maintain its dominance over Microsoft and others.

AWS is holding its annual re:Invent conference this week, where the company is unveiling new product and services. During his keynote speech, Jassy slammed Microsoft, saying its rival is “competitor-focused” at the expense of its customers.

Do you have insight to share? Contact reporter Ashley Stewart via encrypted messaging app Signal (+1-425-344-8242) or email ([email protected]).

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