Sr. Account Executive, Grocery

Amazon Advertising is dedicated to driving measurable outcomes for brand advertisers, agencies, authors, and entrepreneurs. Our ad solutions—including sponsored, display, video, and custom ads—leverage Amazon’s innovations and insights to find, attract, and engage intended audiences throughout their daily journeys. With a range of flexible pricing and buying models, including self-service, managed service, and programmatic ad buying, these solutions help businesses build brand awareness, increase product sales, and more.This is an opportunity to sell world-class personalization technologies and drive sales across multiple platforms to mid-to-large brand and performance advertisers. There are also opportunities to grow and retain revenue from existing advertisers. If you have a consultative selling style, yield from media and or marketing world and are ready to deliver strategic advertising solutions to your clients apply today!Key job responsibilities• Deliver the highest level of sales and customer service to our clients.• Prospect, penetrate and create new relationships with clients.• Drive deals to closure in a new business environment.• Retain and grow revenue from existing advertisers.• Understand Amazon's advertising opportunities and tools to help build relevant advertising solutions for our advertisers.• Utilize Sales CRM tools to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly quota goals.• Understand and learn about the e-commerce industry and competitive environment including knowledge of competitive product offerings.• Effective January 2, 2025, the in-office expectation at Amazon is five days a week when you are not traveling.BASIC QUALIFICATIONS- 5+ years of B2B sales experience- 7+ years of digital media ad sales experience- 5+ years of B2B sales across fortune 500 advertisers and agencies experience ...

Senior Customer Success Manager, Home & Lifestyle

Amazon Vendor Services has teams in multiple locations. This role can be based in one of our approved office locations in Seattle, WA or Santa Monica, CA dependent on business need. Do you enjoy having ownership to create daily and long-term strategic impact on customers and businesses?As a Senior Customer Success Manager with Amazon Vendor Services, you will work with Amazon’s top vendor partners, influencing growth across their businesses on Amazon.com and improving end-customer experience. You will provide data driven strategic insights and ensure high operational standards. Your personal engagement and analytical skills are key to developing, influencing, and implementing strategic joint business plans with vendors.The Amazon Vendor Services Team works with Vendors who sell products such as:Home & Lifestyle (Toys, Furniture, Kitchen, Music/Video, Major Appliances, Home Improvement, Lawn and Garden, etc.)Our goals include providing the best vendor experience, a rewarding Senior Customer Success Manager experience, and ultimately to enhance the experience of our end customers. You will collaborate with a team of 6-10 Senior Customer Success Managers to innovate, continuously improve, learn, and grow for the benefit of both vendors and Amazon’s millions of customers.The teams are supportive, engage regularly for fun events, and encourage each other in continuous improvement. Senior Customer Success Managers have a clear path to roles across Amazon, including a direct path to management within our team. We work hard to ensure your individual professional growth.Daily Roles and Responsibilities: Act as the primary point of contact and as the internal advocate for vendor issues, questions, requests, escalations, and concerns Identify, advise, and execute strategic vendor priorities across marketing, merchandising, and supply chain management Analyze data from multiple sources and present recommendations to vendors on trends and opportunities Provide oversight, support, and strategic business recommendations while working with internal teams to ensure operational performance Develop and deliver reports to vendors specific to their needs and strategic growth goals Educate vendors on tools, policies, processes, and relevant growth opportunities through Amazon programs and products Engage multiple stakeholders to problem solve, surface defects, extract and analyze data, and drive continuous improvement for your vendors and the organization Identify, solve, and scale process improvements across the team and broader organization Manage challenging account goals, problems, and projectsBASIC QUALIFICATIONS3+ years of professional experience in client or vendor facing roles with a focus in relationship management and negotiation skills Experience analyzing data and best practices to assess performance driversBachelor's DegreeData analysis experience including manipulating large datasets from complex systems and interpreting results Experience developing and implementing strategies Experience influencing stakeholders Proficient in Excel Time management, prioritization, and problem-solving skills Strong written and verbal communication skills Experience rapidly adapting to change and dealing with ambiguity ...

Principal Demand Strategy BD, Amazon Publisher Cloud

We are seeking a Principal BD to serve as the demand specialist within Amazon Ads for Amazon Publisher Cloud deals. APC is a game-changing new service that operates at the intersection of advertising, signal collaboration, and cloud services. Built on AWS Clean Rooms, APC is the first and only service enabling advertisers to activate more efficient campaigns, powered by exclusive signal collaboration between leading publishers and Amazon Ads. In this role you will be a key leader within an entrepreneurial team tackling some of the most exciting and complex opportunities in digital advertising.The ideal candidate will be able to define hold co and vertical-specific strategies and partner with key internal stakeholders to drive buy-side awareness, consideration and activation of scaled programmatic budgets. You have equal experience and comfort working with C-level executives as you do with product and engineering teams. This is a high-impact role that requires not only strategic vision and inventing for your customers, but also strong execution, and excellent communication. In this role, you will serve as single-threaded lead for Amazon Ads sales teams, Supply Desk and product marketing to drive awareness of APC enabled supply and activation paths. You will own defining the strategies, tactics, collateral and mechanisms that enable partner teams to more effectively engage advertisers and agencies. Key job responsibilitiesKey job responsibilities* Partner closely with Amazon Ads stakeholders to drive advertiser and agency adoption of APC deals across streaming TV, audio, and web display* Serve as subject matter expert on APC and support Amazon Ads teams in agency and advertiser pitches* Engage and influence senior buy-side data leaders on incorporating publisher side signals into their data strategy, with APC delivering the critical mass.* Engage with product marketing on GTM to scale sales efforts* Establish best practices and engagement models with Amazon Ads stakeholder organizations.* Synthesize customer feedback and industry industry intelligence to be incorporated into the product roadmapA day in the lifeAbout the teamAmazon Publisher Services helps digital publishers around the world build and grow thriving businesses. We provide services and advanced technologies to web, mobile app and advanced TV publishers of all sizes, including many of comScore’s global top 100, to help them monetize their content with demand from multiple programmatic buyers. Our server-side header bidding solutions are fast and reliable across devices, handling billions of queries per day, delivering ads in milliseconds. The result is more profitable advertising for publishers and more relevant ads for customers.
BASIC QUALIFICATIONS- 7+ years of professional or military experience- 7+ years of developing, negotiating and executing business agreements experience- Bachelor's degree- Experience developing strategies that influence leadership decisions at the organizational level ...

Sr. Partner Manager, APS Connections Marketplace

Amazon Publisher Services (APS) helps digital publishers around the world build and grow thriving businesses. We provide services and advanced technologies to web, mobile app and advanced TV publishers of all sizes, including many of comScore’s global top 100, to help them monetize their content with demand from multiple programmatic buyers. Our server-side header bidding solutions are fast and reliable across devices, handling billions of queries per day, delivering ads in milliseconds. The result is more profitable advertising for publishers and more relevant ads for customers.In 2021, APS launched Connections Marketplace as a direct response to APS publishers looking for turnkey solutions to address an increasing array of operational challenges in the ever-evolving advertising landscape. This marketplace connects thousands of publishers to 3rd-Party (3P) providers of ads, media, and infrastructure services. Connections Marketplace solves publisher challenges with adtech service discovery, vendor selection, technical integration onboarding, and ongoing maintenance. Visit https://aps.amazon.com/aps/connections-marketplace/ to learn more.We are seeking a Sr. Partner Manager to drive the growth of the industry-leading 3P service providers integrated with Connections Marketplace. You will work closely with these providers as well as internal Marketing, Marketplace Development, and Marketplace Operations team members to ensure adoption of their services with APS publishers. The ideal candidate will combine proven customer growth, operational development, client-communication skills, and hands-on experience to launch and scale partner adoption.Key job responsibilities* Work with 3P service providers to demonstrate their value to publishers and ensure a successful integration with APS* Consult with 3rd Party Service providers and publishes to help them achieve their business goals. Create long term growth strategies for each 3rd Party Provider and oversee the execution of the strategies.* Collect customer and overall market feedback to guide program strategy. Translate this feedback into product requirements and drive execution of new features with customers.* Collaborate with marketplace development/BD, marketing, product, solution architects, and engineering to shape program strategy and growth. Advocate successfully for what you need from other key stakeholders.* Develop mechanisms to monitor key performance metrics. Understand these metrics to identify opportunities for growth or improvement.* Provide data-driven insights to improve our advertising programs.* Develop processes and playbooks to scale offering in a predictable and repeatable manner.* Conduct regular business reviews with customers. Employ consultative, long term approach and build productive relationships with stakeholders of all levels within the customer’s organization.* Contribute to written strategy documents for Amazon leadership.BASIC QUALIFICATIONS- 6+ years of digital advertising and client facing roles with a focus on data analysis experience- Experience with annual brand and media planning- Strong knowledge of advertising technology services- Experience owning program strategy, end to end delivery, and communicating results to senior leadership- Experience in developing and managing strategic business partnerships ...

Sales Operations Manager, Amazon Ads - Sales Enablement

Amazon Ads is seeking an innovative, results-oriented professional with an excellent understanding of the digital advertising landscape to design, plan and execute operational strategy in support of the evolving Amazon Ads business. This person will work closely with Sales leadership and cross-functional teams to create and support initiatives to drive long-term growth for the US LCS advertising business, with the specific needs of the US LCS customer in mind. The ideal candidate is an excellent writer and communicator, a strategic thinker who works effectively with limited direction and is known for exercising impeccable judgment. The ability to think big, execute at a tactical level, and effortlessly collaborate with various disciplines across the organization is critical to be successful in this role.Key job responsibilitiesWe are looking for a Sales Operations Manager who will: • Act as a trusted advisor to collaborators, and translate business needs into clear project requirements that inform scalable and repeatable initiatives.• Oversee the development and expansion of select strategic initiatives within high-growth areas of the business, based on leadership input• Develop and implement programs, tools and analytics to increase sales productivity• Plan, design, and oversee the tactical execution of key initiatives, building and managing roadmap to achieve results• Identify gaps to goals, build mechanisms to close, implement change with peers within leadership, monitor impact, and enable ad sales to deliver on ambitious targets• Support ad hoc special projects as neededAbout the teamThe Regional Sales Ops Team's mission is to identify opportunities to accelerate revenue growth, drive efficiency, and to realize those opportunities through scalable strategies, mechanisms, and frameworks. The team is made up of individuals with a broad mix of experience and tenure, and we value collaboration, knowledge sharing, and partnership with our customers.BASIC QUALIFICATIONS- 5+ years of Microsoft Excel experience- Experience with sales CRM tools such as Salesforce or similar software- Experience defining, refining and implementing sales processes, procedures and policies or equivalent- Bachelor's degree in Business Administration, Finance, Economics, Computer Science, Engineering, or related field ...

Resource & Operations Manager, ProServe

Come be a part of a rapidly expanding $35 billion dollar global business. At Amazon Business(AB), we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations reimagine buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of AB to buyers and sellers of all sizes, unlocking our potential worldwide.The Resource & Operations Manager works with Professional Services and Sales to execute the resource management mechanism. The individual will manage daily responsibilities and projects independently and influence multiple stakeholders. They will use their in-depth experience to support the Professional Services Operations team. Resource & Operations Managers manage multiple assignments and projects concurrently, prioritizing accordingly – within and outside of their team, including actively participating in relevant transformation work streams. They escalate matters that may have increased business risks at the right time.The ideal candidate will possess a mix of Operations, Procurement, Analytics, and Consulting background. They will have demonstrated experience creating and following business processes providing strong business analytics, and delivering on projects of all sizes. They must be able to thrive and succeed in a fast-paced environment, and not be hindered by ambiguity or competing priorities. This means you are able to roll up your sleeves, dig in and get the job done. In this role you will anticipate bottlenecks, make prioritization decisions, and balance the business needs versus technical constraints. Maturity, high judgment, ability to influence, analytical talent and leadership are essential to success in this role.Key job responsibilities• Reviewing and assigning all requests for engagement for the North America Amazon Business Professional Services team• Lead regular reviews with ProServe leadership teams to monitor business efficiency, work through conflicts, identify opportunities for improvement, and drive action to deliver improvements• Identify, participate in, and adopt system and process improvement initiatives to strengthen the resource management process• Liaise with Professional Services leadership in fulfillment of project staffing requests, prioritizing resource requests and resolving resource allocation conflicts• Develop strong relationships with ProServe leaders and ICs, understand individual skills, goals, aspirations and development needs in order to assign consultants, balancing developmental needs with needs of the business. Conduct utilization review• Obtain overall understanding of the ProServe business and company solutions. Ability to clarify specific resource needs and technical competencies and essential skills of ProServe ICs for resource deployment purposes• Escalate resource allocation conflicts to ProServe & Sales Leadership to allow for resolution.• Collaborate with supporting organizations such as Sales Tech, ECMC, and BI• Support the strategic planning process, the annual, quarterly, and monthly rhythm of business by designing, creating, and providing in-depth business analytics• Provide general Operations support for the ProServe organizationBASIC QUALIFICATIONS- Experience with sales CRM tools such as Salesforce or similar software- Experience using Microsoft Excel to manipulate and analyze data- Bachelor's degree required- 3 years Resource Management experience, or relevant Professional Services, Sales Operations, Procurement, or Logistics experience- Ability to educate, develop and consult with internal customers. ...

Sales Account Manager

Amazon Ads operates at the intersection of eCommerce and advertising, offering a rich array of advertising solutions. We partner with advertisers to reach Amazon customers on Amazon.com, across our other owned and operated sites, on other high quality sites across the web, and on millions of devices. If you’re interested in joining a rapidly growing organization working to build a unique, world-class advertising group with a relentless focus on the customer, you’ve come to the right place.We’re looking for a results oriented Sales Account Manager who is passionate about partnering with our advertisers, educating them and helping to solve ambiguous business problems, mitigating risks before they become roadblocks. As a Sales Account Manager, you manage and deliver against complex advertiser goals and problems to drive revenue and achieve revenue targets. You nurture customer relationships and create revenue opportunities from the advertisers you own. You’ll not only dive deep into data to understand trends, but also communicate the “why” behind results and make actionable recommendations to internal and external stakeholders. Additionally, you’ll be able to leverage Amazon’s proprietary data to provide strategic and personalized recommendations, influencing both your internal team and your external customer to facilitate them reaching their business goals. This role is highly collaborative, working with Creative, Sales, Product, and Retail partners and will drive process improvement to gain efficiency and foster collaboration. The Sales Account Manager’s strategic digital expertise and influence is considered critical to unlocking greater value and impact for our advertisers.Key job responsibilities- Become a knowledgeable partner on Amazon Advertising solutions- Develop annual brand and media strategies for growth based on overall advertiser goals/objectives- Develop omnichannel media plans, campaign strategies, and audience targeting recommendations per brand and product line- Evaluate KPIs and optimize campaign performance using a data driven approach- Perform in-depth data analysis to deliver actionable insights & recommendations that influence short term / long term digital media strategy- Educate advertisers on performance metrics, insights, and how to achieve greater results on Amazon- Work cross-functionally with sales and other Amazon partners to drive incremental revenue and increase advertiser satisfactionBASIC QUALIFICATIONS - 2+ years of digital advertising and client facing roles experience - Experience in Omni-channel marketing, display, over-the-top (OTT), or search marketing - Adept at solving problems that span business and technology - Influence process improvement that scales broadly; inventing and simplifying within existing processes ...

Senior Account Executive,Adapt, Amazon Adapt

Amazon Adapt is hiring a Senior Account Executive to service the Amazon Ads LCS organization. This position can be located in New York City, NY or Remote. Amazon Adapt is a program designed to offer coverage solutions for business gaps which may occur due to extended leave of absence (parental, medical). Amazon Adapt deploys highly skilled, hyper-agile talent that ensures customers can continue to invest in their partnerships with Amazon Ads, uninterrupted. The program ensures that the high bar for customer service, strategic partnership, and revenue attainment is maintained during these coverage gaps. From day 1 Adapt team members must use their experience to earn trust with multiple stakeholders. Adapt team members are decisive, knowledgeable, and use high judgement. The Adapt role will give you a chance to Learn and be Curious and the autonomy to own projects that will help you advance your career at Amazon. The Adapt team prioritizes flexibility, and hires for both 40 and 30 hour work weeks. As a Senior Account Executive on the Adapt team, you will report to the Amazon Adapt Sales Manager and use your 10+ years’ experience helping to bridge the gap between permanent AE coverage on Fortune 500 accounts. You will sell digital advertising solutions to C-Level and their ad agencies to successfully drive revenue targets. You will partner with the permanent Sales Manager you’re supporting and operations team to structure coverage for success, and cross-pollinate learnings with each new account assignment. With your broad and long-standing client-side and agency relationships within the media world, consultative approach and deep understanding of the digital advertising landscape, you will act as a strategic partner to your assigned clients and sell a broad range of advertising solutions that will ensure that their business goals are met. As an individual contributor, you’ll be supported by our operations team and will benefit from working alongside the leadership team that has charted our explosive growth.This opportunity is a full-time (40 hour/week) position. Part-time (30 hour/week) candidates are also encouraged to apply.Key job responsibilitiesThis role will live within the Amazon Adapt sales team, reporting to Head of US Adapt AE team and partnering with Adapt peers who are deployed across the US Amazon Ads organization. Key job responsibilities include: • Own and ensure smooth coverage transitions for the books of business you cover. • Deliver results for the Ads LCS business, inclusive of achieving revenue targets, executive engagements and long-term business planning through JBPs. • Make strategic recommendations on Amazon Ads solutions, tailored to client marketing initiatives• Deliver the highest level of sales and customer service to our clients to retain and grow revenue.• Prospect, penetrate and create new relationships cross the advertiser’s lines of business, including driving new deals to closure.• Utilize Sales CRM tools to track all pertinent account information and sales progress as well as forecast and prioritize to achieve quarterly quota goals.BASIC QUALIFICATIONS- 10+ years of digital media ad sales experience - Experience closing sales and revenue generation - Bachelor's degree - Strong track record of high level negotiation and successful internal and external relationship management ...

Account Manager, Retail/CPG, Retail/CPG

AWS is seeking a world class sales professional to manage our global customer relationship with one of the largest Retail/CPG companies in the world. The Global Account Manager will be responsible for providing global business leadership and management of this global account. You will build and maintain key relationships, develop and manage opportunities, monitor deployment projects and engage resources. You will define a CXO relationship strategy within the account, including engaging with AWS senior leadership team for executive sponsorships, coordinating executive business reviews and maintain customer satisfaction. You will further serve as a strategic Voice of the Customer for the Retail and CPG Business Unit on behalf of the company you directly manage.Key job responsibilitiesThe Global Account Manager is responsible for teaming with the customer’s leadership and Lines of Business Organizations across IT, Products, Networks and Video to build strategic relationships across the account, articulating a clear vision and generating enthusiasm, while impacting all business groups. Additional responsibilities include selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and service implementation. The Global Account Manager will work with all appropriate AWS resources (Executives, Solution Architects, Business Development, Marketing, Partners, Support, Service teams and Professional Services) to support customer interests. This includes dotted line responsibility for downstream sales and technical resources that may be geographically distributed.Development of formal case studies and other forms of references highlighting activity and workloads running on AWS is core to the role.About the teamAbout AWSDiverse ExperiencesAWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.Why AWS?Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.Inclusive Team CultureHere at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.Mentorship & Career GrowthWe’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.Work/Life BalanceWe value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.The AWS Industries team 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 business and their entire industry. Our team speaks the language of our industry customers, which means that we focus 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.BASIC QUALIFICATIONS- 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience- 10+ years of business development, partner development, sales or alliances management experience ...

Sr. Account Executive, Financial Services

Amazon Ads helps brands create experiences that delight customers and deliver meaningful results. With 300+ million worldwide active customer accounts, and first-party insights based on shopping, streaming and browsing signals, brands can craft relevant campaigns that enhance customer experiences. Our solutions on Amazon.com, services like Twitch, IMDb TV, Alexa, Amazon Music, and partnerships with third-party publishers and exchanges make Amazon Ads the ultimate amplifier for brands to reach the right audiences in the right places, both on and off Amazon. If you are interested in joining a rapidly growing team working to build a unique, world-class advertising group with a relentless focus on the customer, you’ve come to the right place.As a Sr. Account Executive on our Financial Services Advertising Sales team you will report to a Sales Manager and use your 7+ years experience selling digital advertising solutions to Fortune 500 brands and their ad agencies to successfully grow the category’s US revenues. With your broad and long-standing client-side and agency relationships within the digital media world (Financial Services vertical experience preferred), consultative approach and deep understanding of the digital advertising landscape, you will act as a strategic partner to your assigned advertisers and sell a broad range of advertising solutions that will ensure that their business goals are met. You will further use your relationship building, networking, and strong communication skills to identify, develop and scale new business opportunities. Partnering with internal, cross functional teams successfully to deliver results for your advertising customers is required. Effective January 2, 2025, the in-office expectation at Amazon is five days a week on days when you are not traveling.BASIC QUALIFICATIONS• 5+ years of B2B sales experience • 7+ years of digital media ad sales experience • 5+ years of B2B sales across fortune 500 advertisers and agencies experience • Experience closing sales and revenue generation ...

Sales Account Manager, Enterprise

Amazon Advertising operates at the intersection of eCommerce and advertising, offering a rich array of advertising solutions. We partner with advertisers to reach Amazon customers on Amazon.com, across our other owned and operated sites, on other high quality sites across the web, and on millions of devices. If you’re interested in joining a rapidly growing organization working to build a unique, world-class advertising group with a relentless focus on the customer, you’ve come to the right place.We’re looking for a results oriented Account Manager who is passionate about partnering with our advertisers, educating them and helping to solve ambiguous business problems, mitigating risks before they become roadblocks. As an Account Manager, you manage and deliver against complex advertiser goals and problems to drive revenue and achieve revenue targets. You nurture customer relationships and create revenue opportunities from the advertisers you own. You’ll not only dive deep into data to understand trends, but also communicate the “why” behind results and make actionable recommendations to internal and external stakeholders. Additionally, you’ll be able to leverage Amazon’s proprietary data to provide strategic and personalized recommendations, influencing both your internal team and your external customer to facilitate them reaching their business goals. This role is highly collaborative, working with Creative, Senior Sales, Product, and Retail partners and will drive process improvement to gain efficiency and foster collaboration. The Account Manager’s strategic digital expertise and influence is considered critical to unlocking greater value and impact for our advertisers.Responsibilities - Become a knowledgeable partner and leader on Amazon Advertising solutions - Deliver the highest level of sales and customer service to our clients. - Retain and grow revenue from existing advertisers. - Drive deals to closure in a new business environment. - Develop annual media strategies for growth based on overall advertiser goals and objectives - Develop campaign strategies and audience engagement recommendations - Evaluate success metrics and drive campaign performance using data - Perform in-depth data analysis to form and deliver actionable recommendations for both short- and long-term advertising strategy - Educate advertisers on performance metrics, insights, and how to drive greater results - Work cross-functionally with Senior Sales and other Amazon partners to drive incremental revenue and increase advertiser satisfactionBASIC QUALIFICATIONS - 5+ years relevant experience in a client facing role including but not limited to digital marketing, analytics etc. - Experience in Omni-channel marketing, display, over-the-top (OTT), or search marketing - Adept at solving problems that span business and technology - Influence process improvement that scales broadly; inventing and simplifying within existing processes ...

Sr. Category Adoption Manager, Managed Spend Category Adoption

Come be a part of a rapidly expanding $35 billion-dollar global business. At Amazon Business, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech and retail in the B2B space, developing innovative purchasing and procurement solutions to help businesses and organizations reimagine buying. Bring your insight, imagination and a healthy disregard for the impossible and join us in building and celebrating the value of Amazon Business; unlocking our potential worldwide!Key job responsibilities•Engage in deep discovery with customers to advise on ideal procurement solutions utilizing a diverse suite of product features in concert with in-depth analysis of spend.•Qualify, solution and close deals to exceed targets for new business acquisition.•Relay market needs and requirements back to internal Amazon teams including Product, Tech, Supplier Operations, and Category Management, often via writing.•Be the Voice of Customer with key internal Amazon stakeholders.•Prioritize collaboration with selling partners to maintain high levels of customer engagement and mindshare.•Analyze results to evolve sales strategy over time and inform the business.About the teamAre you a top performing B2B sales champion looking to own driving an indirect category spend growth strategy among the largest businesses in the world? Are you an expert in helping businesses manage their indirect spend more effectively through creating prescriptive procure-to-pay solutions?The Amazon Business team is dedicated to developing solutions that make procurement easy for businesses. Category Adoption Managers are an integral component of our growth strategy, acting as subject matter experts in procure-to-pay to advise our largest customers on cutting-edge modes of spend-management. As a Category Adoption Manager, you will have the exciting opportunity to co-own the new-business acquisition sales motion with our largest customers, while helping refine our forward-looking sales strategy. The ideal candidate will have B2B sales experience identifying, developing, negotiating and closing highly comply large-scale deals. The candidate should be a highly analytical self-starter with a proven track record of meeting and exceeding goals with experience selling category solutions (i.e. Office, IT, JanSan expertise). The ideal candidate collaborates with partner teams effectively and influences business partners to achieve the best customer experience.BASIC QUALIFICATIONS- 5+ years of B2B or enterprise sales with a focus on hunting new business experience- Knowledge of procurement and source to pay processes and solutions or equivalent experience- Experience with Microsoft Office products and applications- Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels- Experience with sales CRM tools such as Salesforce or similar software- Bachelor's degree or equivalent ...

Strategic Account Manager, Amazon Publisher Services

Amazon Publisher Services (APS) helps digital publishers around the world build and grow thriving businesses. We provide services and advanced technologies to web, mobile app, and streaming TV publishers of all sizes, including many of comScore’s global top 100, to help them monetize their content with demand from Amazon and other programmatic buyers. Our server-side header bidding solutions are fast and reliable across devices, handling billions of queries per day, delivering ads in milliseconds. The result is more profitable advertising for publishers and more relevant ads for customers.We are seeking a technology-savvy and customer obsessed Strategic Account Manager. In this role, you will have the opportunity to join Amazon’s rapidly growing Advertising organization and help build industry-leading solutions for publishers. You will own relationships with some of the largest publishers and maximize the value our publishers receive from APS’ suite of cloud services.Your analytical acumen and customer-facing skills will enable you to effectively represent APS within a customer’s environment, and drive discussions with senior leadership regarding growth opportunities, incidents, and quarterly business reviews. You will provide advocacy and strategic direction to help plan and build solutions for internal and external customers. The close relationships developed with your customers will empower you to understand their business needs and challenges so you can help customers achieve the greatest value from APS.Join this team to experience the benefits of working in a dynamic, entrepreneurial environment, while leveraging the resources of Amazon Inc. (AMZN), one of the world’s leading Internet companies. We provide a highly customer-centric, team-oriented environment in our offices located in Palo Alto, Austin, New York, Los Angeles, London, and Tokyo. Learn more at aps.amazon.com.Key job responsibilities* Manage all phases of relationships with our North America publishers* Oversee onboarding of new publisher supply and proactively find and execute optimization opportunities.* Successfully launch new publisher products, share publisher and overall industry feedback and guide publisher program strategy.* Analyze performance data and provide data-driven insights to improve our advertising programs.* Define processes and workflows that help deliver amazing customer experiences.* Develop solutions to address key operational challenges, customer pain points, and sources of friction.* Employ consultative, long-term approach and build productive relationships with publishers.* Translate publisher feedback into product requirements and collect market intelligence to help guide the overall direction of the program.About the teamAmazon Advertising is a fast-growing multi-billion-dollar business that includes advertising on desktop, mobile, and connected devices. Ads appear on Amazon and thousands of third-party sites.BASIC QUALIFICATIONS- 3+ years of digital advertising and client facing roles experience- Experience analyzing data and best practices to assess performance drivers ...

Sr. Sports Account Executive , Amazon

Amazon Ads is one of our fastest growing businesses and offers advertisers a rich array of media solutions inclusive of premium Live Sports properties like Thursday Night Football, The NBA, NASCAR, the NWSL, and the WNBA. The insights we deliver Live Sports advertisers foster meaningful connections with consumers - from discovery to loyalty - in a unique way versus any other sports media platform at scale. We believe that Live Sports advertising, when done well, enhances the customer experience with delightful discovery for viewing fans and compelling performance for advertisers.We seek a seasoned sports sales professional to join our Live Sports Sales team and lead innovative sports media partnerships across holding companies, independent agencies, and clients directly. They will need to drive budgets through agency strategy teams and buying groups and evangelize the power of Prime Video’s growing Live Sports portfolio. They will also need to partner seamlessly across internal divisions and teams to drive pan-Amazon business results benefiting our viewing fans and advertising customers.Key job responsibilitiesThis is an exciting opportunity to represent Prime Video’s growing lineup of Live Sports properties and to join a fast growing, entrepreneurial and ambitious Live Sports Sales team within Amazon Ads. In particular, this sports sales leader will:- Drive Upfront and annual sports commitments across holding companies, independent agencies, and clients directly- Develop and execute bespoke customer-led sports sales strategies to onboard new brands- Establish and deliver the Live Sports narrative in the marketplace to grow our position and influence in sports- Lead the education and execution of business both externally with customers and internally across vertical partner teams - Identify opportunities to establish new innovative sports media and Amazon ads partnerships - Achieve quarterly and yearly sports sales targets, negotiate partnerships with clients and agencies, and deliver the highest level of sales and customer service- Act as a leader within Amazon Ads to drive Live Sports revenue, grow current partnerships, and educate internal partners on the power of Amazon’s Live Sports advertising propertiesThe ideal candidate is a sports sales professional with a track record of leading multiplatform partnerships, driving innovation, and delivering meaningful results for customers.About the teamAmazon Ads is dedicated to driving measurable outcomes for both brands and agencies through advertising. Our ad solutions — including sponsored content, premium video, audio and custom ads — leverage Amazon’s innovations and insights to find, attract, and engage meaningfully with audiences. We're all about helping brands reach the right audiences in the right places, without causing disruption. Our robust insights, expansive portfolio of properties, and comprehensive advertising solutions help advertisers interact and form relationships with customers – and give them a purposeful presence in customer’s lives.BASIC QUALIFICATIONS8+ years of B2B sales experience8+ years digital advertising experience4+ years of advanced TV/STV advertising experience6+ years Experience with Sports SalesEffectively works cross-functionally (AE, Sales Leadership, Yield, Product, Measurement) ...

Account Executive, LCS Mid-Market

Amazon Ads is dedicated to driving measurable outcomes for brand advertisers, agencies, authors, and entrepreneurs. Our ad solutions—including sponsored, display, video, and custom ads—leverage Amazon’s innovations and insights to find, attract, and engage intended audiences throughout their daily journeys. With a range of flexible pricing and buying models, including self-service, managed service, and programmatic ad buying, these solutions help businesses build brand awareness, increase product sales, and more. We start with the customer and work backwards in everything we do, including advertising. If you’re interested in joining a rapidly growing team working to build a unique, world-class advertising group with a relentless focus on the customer, you’ve come to the right place.Amazon Ads is seeking an Account Executive to join our video-focused mid-market team within our Large Customer Sales organization. This is an exciting time to join a new team in a role with broad scope and the potential to make real impact. This role will be focused on driving net-new business with a prospecting mindset. As the first line of communication with prospective brands, ideal candidates will have a strong understanding of the sales process, excel at researching leads, nurturing new relationships, pitch presentations, proposal generations, and driving video investment.This role currently requires a minimum of three days working from the assigned office a week and will require travel as needed. Beginning January 2, 2025, the expectation will be five days a week of in office presence with travel as needed.Key job responsibilities- Generate advertising revenue by calling on ad agencies, new prospects, and consulting advertisers on Streaming TV and other brand-building advertising solutions.- Be a true hunter, hungry to uncover opportunity and connect it with a value adding solution.- Generate a pipeline and influences buying decisions to drive revenue from new advertisers.- Establish credible relationships with ad agencies and advertiser decision makers.- Map account strategies, aligning resources and uncovering which of our video products best serves an advertiser’s needs.- Hold sales calls on existing and prospective clients, delivering superior customer service.- Prepare and deliver customized sales presentations to clients.BASIC QUALIFICATIONS- 3+ years of B2B sales experience- 5+ years of digital ad sales as an individual contributor experience- Experience with sales CRM tools such as Salesforce or similar software ...

Sr. Account Executive, Twitch, Hardlines

Twitch is the world’s biggest live streaming service, with global communities built around gaming, entertainment, music, sports, cooking, and more. It is where thousands of communities come together for whatever, every day. Twitch offers brands the opportunity to reach uniquely engaged audiences through Video, Audio and Display advertising; through custom content integration and event sponsorships. As a Sr. Account Executive on the Amazon Ads Hardlines team, you will partner with core Account Executives and use your experience selling digital advertising solutions to successfully grow Twitch advertising revenue across Consumer Electronics, Home and Recreation clients. With your consultative approach and deep understanding of the digital advertising landscape, you will act as a strategic partner to Amazon Ads clients to educate them about the Twitch audience and advertising + brand integration opportunities. You’ll also work closely with internal, cross-functional teams successfully to deliver results for your advertising customers.This role currently requires a minimum of three days working from the assigned office a week and will require travel as needed. Beginning January 2, 2025, the expectation will be five days a week of in office presence with travel as needed.Key job responsibilities- Be a Twitch ambassador and expert to clients and the Amazon Ads sales team- Grow Twitch revenue, and when possible, exceed goals through creative solutions- Work with internal Twitch stakeholders to innovate on behalf of clients - Utilize Sales CRM and other mechanisms to track pertinent account information and sales progress About the teamAmazon Ads leads with customer obsession, laser-focused on growing our clients’ businesses while growing as individuals ourselves. We thrive in a collaborative environment, working harmoniously across multiple partner teams to deliver for our customers. Our vision is to be the best version of our team as possible, exceeding sales goals and delighting clients. We identify and overcome obstacles, leading with a solution mindset. We have fun and make history while doing it.BASIC QUALIFICATIONS• 5+ years of B2B sales experience• 7+ years of digital media ad sales experience• 5+ years of B2B sales across fortune 500 advertisers and agencies experience ...

Customer Practice Manager, Retail/CPG, ProServe NAMER

Would you like a career that gives you opportunities to help customers change how they operate in today’s Digital Age and accelerate their cloud journey using Amazon Web Services (AWS) within the Retail/CPG Industry? Do you like to work on a variety of projects within some of the largest, most complex, enterprise customers at the forefront of exciting cloud adoption at scale, leading customer and partner teams to achieve repeatable AWS best practices?AWS Professional Services (ProServe) is looking for Customer Practice Managers (CPM) who can lead activities with one or more Enterprise Retail/CPG organizations. Our CPMs are accountable for helping Retail/CPG customers develop a long-term AWS strategy. Together with customer teams and AWS partners, working closely with the Global Account Manager, the CPM oversees strategy execution in truly transformational, ground breaking projects.The CPM role is to act as a trusted advisor and AWS ambassador to senior stakeholders and enterprise teams within our largest customers to understand and help realize their critical business outcomes with AWS.Key job responsibilities- Lead business outcomes - ability to articulate accelerated customer outcomes through cloud transformation.- Execution of long-term strategic customer transformation roadmaps, having a high Bias for Action to Deliver Results in ProServe and Platform bookings in the near term.- Develop a unified account plan and pursuit plan that aligns with AWS account team (direct sales).- Establish Executive relationships across Business & Technology groups, executive sponsorship of programs.- Establish an internal network at AWS, most notably with internal organizations critical to success: Account Team (#OneTeam), Partner team, Global Services organization, Finance, Legal.- Successful assumption of role of strategic advisor and expert with a deep knowledge of the cross-section of the customers’ business and the cloud ecosystem.- Deliver on annual bookings, revenue, and customer satisfaction targets with deal structure aligned with defined customer outcomes and AWS ProServe business objectives.- Support scale through shared learnings and mechanisms across the ProServe team.About the teamAbout AWS:Diverse ExperiencesAWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.Why AWS?Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.Inclusive Team CultureHere at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.Mentorship & Career GrowthWe’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.Work/Life BalanceWe value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.BASIC QUALIFICATIONS- 8+ years of managing a book of business with sales and revenue targets in a consulting/professional services business setting- 3+ years working in the Retail/CPG sector as a consultant or part of a Professional Services organization- Business development experience including multiyear, multiple service offering proposals resulting in contracts with +$10M total contract value.- Experience with CRM systems with a view of pursuits, progress, and pipeline conversion- Experience evaluating customer market conditions, organizational readiness, and C-Level engagement to drive strategic transformation initiatives. ...

Licensing Strategy & Ops Mgr, PV Studios

Help create the future of digital entertainment with Prime Video! Prime Video is fast becoming one of the major global players in digital entertainment. This role will find innovative and efficient ways to solve customer pain points at root cause and driving insights that lead to new product solutions. You will work cross-functionally across the Prime Video organization to drive initiatives that enhance our customer experience for video providers around the world. Our team is focused on driving the growth of the business and finds new ways to scale using technology. The Prime Video Content Acquisition team is looking for a bright, analytical, driven, and creative candidate to join our content licensing team to own and support the world-wide Licensing Operations and Strategy for Prime Video Direct which is the self-service licensing/publishing mechanism of Prime Video. In this role, you will be responsible for working with our world-wide content acquisition teams to license the best content for our customers, create innovative product and operational solutions to complex problems, and lead strategic initiatives across all of Prime Video's business lines (SVOD, TVOD, AVOD, etc) to make it easier than ever for studios, distributors, filmmakers and other content creators to distribute their content to Prime Video customers worldwide.Key job responsibilitiesA successful candidate will be able to demonstrated success in leading complex - often ambiguous - projects. He or she will be customer obsessed (both in internal and external stakeholders) and consistently look for opportunities to enhance the customer experience by using scalable technology. This person should be organized and able to use mechanisms to drive productivity, actionable insights, and timely responses to customer/stakeholder inquiries. A good candidate will have entrepreneurial spirit, the ability to influence others, a passion for digital video, and the ability to use data to implement change (e.g., experience with SQL and excel is a plus). Additionally, this person must be able to balance operational and strategy work to meet deadlines. The ideal candidate will enjoy defining new processes, successfully and consistently deliver results, and working cross-functionally to drive automation and scale. Most of all, they are not afraid to roll up their sleeves to simply get the job done. A day in the lifeCollaborate with internal/external stakeholders to develop and refine critical operational tools, including operational plans, and strategy docs fo content licensing. The role is instrumental in shaping the strategic direction of key initiatives, ensuring alignment with organizational goals, and facilitating efficient implementation of essential processes across teams. Additionally, use business intelligence (BI) assets and analytics tools to drive/support strategic initiatives related to content acquisition. About the teamThis team sits at the heart of Prime Video's licensing business and has ownership/insights across all of Prime Video's business lines (SVOD, TVOD, AVOD, etc) across all territories. You will be joining a team with high visibility to Prime Video leadership and high impact to the business.BASIC QUALIFICATIONS- 7+ years of account management, business development, content licensing or finance experience- Experience with end-to-end ownership of major project deliverables- Experience with Excel- Experience using data and metrics to determine and drive improvements ...

Customer Practice Manager , Financial Services

The Amazon Web Services Professional Services team is looking for a Customer Practice Manager (CPM) who can lead and support significant customer programs during the solution and pursuit stages, develop a long-term Professional Services strategy and execute that strategy within our Financial Services vertical. The CPM is a trusted advisor for our customers who can drive strategic and financial value for customers through promoting and selling transformational professional services programs. The CPM manages all aspects of business development, deal structuring, deal support and ensures delivery excellence and project closure in their assigned accounts or territories.AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. This is a customer facing - new customer acquisition role may require up to 50% travel to customer sites.Key job responsibilities- Execution of long-term strategic customer transformation roadmaps, having a high Bias for Action to Deliver Results in ProServe and Platform bookings in the near term.- Lead business outcomes - ability to articulate accelerated customer outcomes through cloud technologies- Develop a unified account plan and pursuit plan that aligns with AWS account team (platform sales)- Establish Executive relationships across Technology & Business groups, executive sponsorship of programs- Establish an internal network at AWS, most notably with internal organizations critical to success: account team (#OneTeam), Partner team, Global Services organization, Finance, Legal.- Successful assumption of role of strategic advisor and expert with a deep knowledge of the cross-section of the customers’ business and the available cloud services- Deliver on annual bookings targets with deal structure aligned with key customer goals and AWS Professional Services business objectives- Support scale through shared learnings and mechanisms across the Professional Services sales team.About the teamAbout AWS:Diverse ExperiencesAWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. Why AWS?Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.Inclusive Team CultureHere at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.Mentorship & Career GrowthWe’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Work/Life BalanceWe value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud. BASIC QUALIFICATIONS- BA/BS degree with vertical industry sales and delivery experience with cloud services and solutions.- 8+ years of management consulting and IT experience with business, product, and digital transformation knowledge including overcoming challenges in customer-facing roles.- Experience with selling consulting/professional services with recurring revenue from accounts/territory in the capital market industry and its research and data ecosystem.- Business development experience including multiyear, multiple service offerings with a total contract value of +10M agreements and familiarity with compliance & security standards across the enterprise IT landscape.- Experience evaluating customer market conditions, organizational readiness, and C-Level engagement to drive strategic transformation initiatives. ...

Supply Chain Manager – Manufacturing Specialist, Amazon Key

At Amazon Key, our mission is to empower our customers, both businesses and consumers, to easily manage access to their homes and workplaces. As part of the Amazon Devices and Ring team, we're inventing new devices, software, and services to solve critical access challenges for our customers.We are looking for an experienced Supply Chain Manager to lead 3P Contract Manufacturing (CM) operations for Amazon Key programs. This position serves as the primary point of contact for all business deliverables related to 3P contract manufacturing requirements. Responsibilities include managing hardware, software, and firmware changes in close collaboration with engineering and CM teams, owning the CM program by driving Product Lifecycle Management (PLM) cycles, and partnering with global teams to ensure timely change management and alignment on deliverables such as branding, form factor, engineering updates, and other product modifications. Additionally, the role encompasses overseeing manufacturing KPIs and ensuring seamless execution of Amazon Key programs.In this role, you'll work through various internal and external stakeholders to facilitate the full cycle manufacturing and integration of our technologies for our customers.You'll collaborate closely with cross-functional groups including Contract Manufacturers, Sales, Install Operations, Customer Service, Lab, Engineering, Global Product Experience and Marketing teams. Together, you'll drive reliable product manufacturing, deliveries and installations for our customers to facilitate great customer experiences.This is a highly collaborative role, with the feel of a startup within a larger company. You should thrive in tackling ambiguous strategic challenges, using data to inform your decisions. Proven experience in a supply chain contract manufacturing role in a similar or related industry is essential.Key job responsibilities1. Lead all aspects of 3P contract manufacturing (CM) operations, acting as the primary point of contact for CM deliverables.2. Establish and maintain strong relationships with contract manufacturers to drive production efficiency, scalability, and quality.3. Define and track performance metrics for CM partners, ensuring alignment with program goals, timelines, and budgets.4. Identify and resolve manufacturing challenges or bottlenecks, implementing corrective actions to maintain production targets.5. Act as the key liaison between contract manufacturers and internal engineering teams to facilitate seamless hardware (HW) and firmware (FW) updates.6. Conduct impact assessments for proposed changes, working with cross-functional teams to mitigate risks and ensure alignment with production schedules.7. Maintain detailed documentation and approval records for all FW/HW updates in collaboration with CM and engineering teams.8. Own and oversee the Agile/Townsend system, ensuring accurate and up-to-date product lifecycle data across all stages of manufacturing.9. Train and support internal teams and CM partners in using Agile/Townsend systems effectively for program tracking and reporting.10. Develop and execute comprehensive manufacturing plans, covering all phases from prototype builds to mass production.11. Coordinate cross-functional inputs, including engineering, procurement, and operations, to ensure all deliverables are clearly defined and achievable.12. Monitor and track manufacturing progress, identifying risks and implementing mitigation plans to maintain program timelines.13. Serve as a bridge between hardware/software engineering, Product Experience (PX), Operations Program Management (OPM), Procurement, Material Program Management (MPM), and Sourcing teams.14. Ensure clear and consistent communication across teams to align manufacturing priorities with engineering and business objectives.15. Facilitate regular meetings and checkpoints to address dependencies, resolve conflicts, and drive collaboration across global teams.16. Work closely with procurement and sourcing teams to secure critical components and manage supply chain risks impacting manufacturing.17. Lead the development of manufacturing strategies for CM transitions or significant device modifications, ensuring minimal disruption to operations.18. Define transition plans, including timelines, resource allocation, and risk management strategies, to support seamless transitions.BASIC QUALIFICATIONS- Bachelor's degree or equivalent- 3+ years of experience in general electronics/access control technologies/related industries, managing 3P Contract Manufacturing (CM).- Demonstrated experience in improving Manufacturing deliverables outcomes through CM performance management and implementation of KPIs.- Proficient in using data analysis and reporting tools (Excel, Tableau, SQL etc.) to generate reports and drive data-informed decision making.- Proven track record of building and maintaining strong vendor and stakeholder relationships (both internal and external).- Strong problem-solving and analytical skills, with the ability to identify and address operational and manufacturing bottlenecks.- Excellent written and verbal communication skills, with the ability to effectively liaise with internal and external stakeholders. ...