APJ Enterprise Accounts GTM Leader

DESCRIPTION

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer’s unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world’s most adopted cloud. Join us and help us grow.

We are looking for an accomplished leader with extensive customer-facing experiences to lead the Go-To-Market Strategy for our Enterprise accounts cohort which is responsible for driving a consistent sales motion to accelerate the next wave of growth in mid-size to large customers that are aligned by industry across APJ. The role will provide overall guidance and strategic oversight on aspects including how to accelerate opportunity creation and launch in a scalable approach to driving integrated planning mechanism that will more tightly align different field facing teams. In addition, the role will partner with AWS Industry teams, Partner, Marketing, Specialist and Field Enablement to curate localized industry solutions, map & activate local Area partners, develop campaigns, and enable Focus sellers on prioritized industry use-case and solutions. For this to be successful, you must be able to strike a balance between consistency and customization to serve the unique needs of each country. At an operational level, you will be responsible for defining and establishing a governance structure and processes to ensure operational excellence and consistent delivery of high-quality results. You are a leader who is be able to hire, develop and motivate teams to deliver results and strive for the highest standards.

The ideal candidate will possess both a core sales/sales leadership background specifically in driving territory-based sales motions, as well as background in sales strategy that that enables them to think long term. The individual should also have a demonstrated ability to think analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work across the business to set vision, objectives and to build consensus. A keen sense of ownership, drive, and desire to dive deep is a must.

Key job responsibilities
The APJ Enterprise Accounts GTM Leader is a people manager role that is the single-threaded leader for the focus Accounts across APJ representing the next wave of growth via mid-size to large customers. The key responsibilities for the role include the following

– Meet or exceed growth for large to mid-size customers in APJ and build a healthy, high-quality pipeline to ensure long-term success
– Set strategic Go-To-Market (GTM) direction for Enterprise Accounts in APJ in partnership with field sales teams and drive for sustainable growth in this cohort of customers
– Define the model for territory management across the region, develop a scalable approach to integrated territory planning including the mapping and activating of local area partners
– Design high impact sales plays and campaigns appropriately positioning AWS Services and industry solutions as well as contribute to tactical execution of GTM activities in conjunction with Marketing and Partner teams. Triage across all programs/initiatives to simplify this sales motion for the field
– Enable execution at the edge through capability building, resource allocation and business enablement (e.g., sales discipline, analytics, wallet and market share information)
– Identify and escalate industry and cohort-based program asks across areas to relevant internal stakeholder teams
– Build repeatable mechanisms (and tools to accelerate customer and business outcomes including evaluating innovations and experiments
– Drive knowledge sharing of best practices across global and regional teams, localize international initiatives for market relevance, and provide leverage by scaling expertise and aggregating trends

About the team
Diverse Experiences
AWS 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 Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth
We’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 Balance
We 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

BASIC QUALIFICATIONS

– At least fifteen years of work experience with a mix of experience in direct sales, sales leadership and business development, and working with enterprise customers
– Experience leading GTM efforts for major features or services including, but not limited to positioning, pricing, launch, sales plays, etc., where scope involved working with multiple partner teams
– Strong written and verbal communication and analytical skills, including strong ability to identify and solve ambiguous problems
– Demonstrated ability to work within a matrix environment and work with stakeholders across different functions and geographies to achieve a common goal

PREFERRED QUALIFICATIONS

– Knowledge and understanding of existing and developing technologies and cloud computing
– Experience in multiple APJ countries
– Strong leadership skills – ability to influence and earn trust across levels and create impact through indirect teams

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.