Matt is an Inside Sales Representative based in London, United Kingdom. He joined AWS in July 2020.
HereAtAWS: Tell us about your career journey. What brought you to your current role at AWS?
Matt: I graduated from the University of Southampton in 2016 having studied Geography, a subject that covered a wide range of areas including environmental science, sociology and economics. Having been interested in business from a young age, I spent my final few months of university exploring the job market and was very excited to secure my first job working for Gartner as an account manager.
I spent two and a half years working with clients across Europe supporting customers on their IT transformation journeys using Gartner research, and developed skills in building relationships with the C-level, which was fantastic for my personal development. I was then given the opportunity to spend a further two years at Gartner leading a team of account executives in a coaching role, helping to develop my team in executing our priorities to ensure we are supporting our customers.
After having the itch to get back to working directly with customers again, and a desire to provide a tangible product to customers there was only one place that would feel like home – AWS! I was fortunate enough to be successful in the interview process and I could not be happier.
HereAtAWS: Can you explain in simple terms: your role, who your customers are, and how you help them?
Matt: I work alongside two account managers on one of AWS’ strategic accounts as an additional resource to extend our presence within the customer to help them achieve their goals. We help them in hundreds of ways, but to put it simply; of the services our customer is already using, we help to make sure they are using them as efficiently as possible to drive maximum benefit, and we help to identify areas where adopting an AWS service could drive further value for the customer (and the customer’s customer).
HereAtAWS: What technical and/or soft skills do you need to succeed in your role?
Matt: Whilst we don’t need to be a technical wizard in our role, it’s important to have a foundational understanding of technology and in particular, the value AWS technology can bring to a business. As part of my AWS on-boarding, there were various training and qualifications to help get me up to speed. From a soft skill perspective, you need to be engaging, curious and an active listener to be able to truly understand your customer and align the best resources for them.
HereAtAWS: Have you had to learn any specific new skills (technical or soft) for your role?
Matt: Definitely! There was a lot of technical knowledge I needed to learn during on-boarding, which was critical in order for me to be able to be an effective Inside Sales Rep. I also had never worked with a complex enterprise customer before, which has taken some adjustment.
HereAtAWS: How does your work with customers help to make a positive impact on society?
Matt: The customer I work with has been particularly important in keeping the world connected during the crazy year that has been 2020 by providing stable internet connectivity despite incredibly high demand. The AWS infrastructure we provide has played a part in this success.
HereAtAWS: What’s the most exciting part of your job?
Matt: I love engaging with customers and seeing their excitement at embracing the future of technology into their organisation. I had a call recently with a customer looking to migrate an application to AWS, and we identified potential savings of 75% , as well as the ability for them to develop new innovative features in the new environment. Not many other companies can add that much value to customers!
HereAtAWS: What advice would you give people joining AWS?
Matt: Be curious! People here are warm, friendly and happy to help. Reach out to as many people as you can to get introduced, learn about people’s role and backgrounds and expand your internal network. This is especially important in this new remote world.
HereAtAWS: What three words would you use to describe workdays at AWS?
Matt: Exciting, Impactful, Collaborative.
HereAtAWS: What do you love to do outside work?
Matt: I am a big fan of both playing and watching football (Up the Saints!). We have a community of inside sales reps that play 5-a side together when the COVID-19 restrictions permit, and an Amazon-wide fantasy football league (although I’m not very good).
HereAtAWS: Is there anything else you would like to add about your personal journey?
Matt: I think whenever you start a new job you feel a bit of imposter syndrome - “Should I be here?” “Am I capable of doing this job?” etc. I know I certainly did. AWS is a fantastic place to work with an amazing group of people that almost immediately dispelled my concerns, put a virtual arm around me and supported me on my journey to start helping our customers.