Customer Enablement Specialist, OPTICS

Published: 15th June 2022 Closing Date: 15th July 2022


Job summary
For more than 12 years, Amazon Web Services (AWS) has been the world’s most comprehensive and broadly adopted cloud platform. Are you ready to help our customers in their journey to the cloud?
Due to our innovation and growth, we are seeking a strategic thinker within the Customer Enablement (CES) for the Business Development and Strategic Industries (BDSI) team. The CES BDSI Team improves customer engagement and enables customer success on the AWS platform by 1/simplifying the customer experience, 2/enabling customer optimization and cost savings, and 3/driving customer centric change inside of AWS through dedicated account and vertical support. For each customer the CES BDSI Specialist develops a strategic annual plan to drive optimization strategies in line with the unique EDP/PPA agreements, exception clauses, and account set up in relation to systems, pricing, billing and reporting. They spend time directly and independently with senior executives within our customers’ organizations delivering in-person trainings, optimization plans/strategies, workshops, and contributing in QBRs.

We’re looking for a hands-on and motivated self-starter who’s passionate about working directly with customers to help adopt new business strategies and embrace cloud technologies at scale that ensure long-term customer success.

This role specializes in operationally activating opportunities by shepherding and supporting the customer through self-planned initiatives. They utilize data and a knowledge of internal systems to prepare for and resolve operational challenges before they occur, bring contracts or pricing agreements to life, execute on novel contractual clauses, and collaborate cross-functionally to bring transactions to fruition.

You will engage with customers’ Enterprise IT, Operations, and Finance teams to implement best practices for cloud adoption and cost savings. This will include generating and providing recommendations on how customers can optimize their usage of AWS services, working to reengineer internal processes, and ensuring customer success on AWS. You will have superb communication and customer-relationship skills, outstanding analytic insight, and be a passionate advocate for AWS customers. You will analyze large data sets, create financial models and simplify complex data to provide our customers with detailed, specific recommendations for implementing best practices for cloud adoption and cost savings. You must be comfortable working directly with customers, possess exceptional organizational skills, capable of creating simple, scalable solutions to difficult problems, and thrive in a fast paced and dynamic environment.

Inclusive Culture.
Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Harmony. Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

Mentorship and Career Growth. Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

**This position can be located in any AWS office in the U.S.**

Key job responsibilities
A CES has a very small set of dedicated customers they are responsible for managing Operational Health and Optimization for, which accounts for 80% of their time.

  • Operational Health includes: account structure, services used, current coverage, utilization, accounts with no spend, unique details of EDP/PPA, exception clauses, and amendment or renewal updates.
  • Optimization includes: Training on Cost Management Tools, Recommendation and Analysis on RI/Savings Plans, Rightsizing, and working with Account teams through EDP/PPA intricacies and impacts.
  • Analyze and interpret data related to Operational Health and Optimization based on your annual plan to then develop customer specific recommendations aligned to their goals.
  • Travel onsite (post COVID) or drive virtual engagements with customers, delivering trainings, optimization plans, workshops, and participate in QBRs. These events vary in type and cadence according to the customer and their specific needs.
  • Host regular status calls, wholly focused on optimization goals, with customers in their book of business.
  • Remove AWS operational friction from sellers and customers makes up the remaining 20% of a CES time. This friction can come in many forms but typically is around systems, pricing, billing, and/or reporting.
  • Act as a trusted advisor advocating on behalf of the sellers and customers as they navigate internal systems, teams, policies, and processes driving toward a resolution.
  • Be the “voice of the customer” as it relates to internal product requests and issues.




  • BS degree in Management Information Systems, Finance, Operations, or relevant experience
  • 4+ years of technology related sales, technical sales, enterprise cloud and/or business development
  • Advanced proficiency in Microsoft Excel with the ability to analyze large data sets, create financial models and simplify complex data




  • Strong written and verbal communication skills
  • Experience with cloud billing systems
  • Experience working with sales or in sales
  • Exhibits sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data backed analyses, and influencing results
  • Able to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly



  • Company: Amazon Web Services
  • Type: Full-time
  • Seniority: Entry-level Contributor
  • Salary:
  • FinOps Certifications Required: None