Head of SAP Partnership & GTM – APJ, APJ Partner Management

DESCRIPTION

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.

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, people leadership skills, ERP/SAP background, and business development and sales skills necessary to help position AWS as the cloud provider of choice for SAP customers? Do you love building new strategic and data-driven businesses?

The AWS Specialist and Partner (ASP) team in APJ is seeking an experienced and dynamic leader to manage our team in charge of end-to-end Go-To-Market (GTM) with SAP across Asia-Pacific and Japan to drive growth for SAP workloads with customers and partners.

As a member of the APJ OnePartner LT, this proven leader of leaders will be responsible for all aspects of AWS’s GTM with SAP and it’s Partners including leading our team of SAP GTM specialists, SAP Partner Development Managers, and SAP Partner Development Specialists to expand AWS market share in the SAP ecosystem.

This leader will be responsible for;
– Be the primary interface between AWS Global Sales leadership in APJ and in each Area/Country, WW and the field?
– Leading our SAP aligned Solutions Architects (SA) (indirect) as part of our OneAPJ SAP team.
– End-to-end GTM strategy and execution accountability by working across the company to define how we GTM across APJ by providing the right expertise, solutions, and programs to customers and partners when we need it, where we need it across APJ.
– Indirectly aligning with and leading our Area SAP Specialist Sales and SA teams to drive on the ground co-sell execution across each of APJ’s five Area/Country sales teams (Korea, Japan, India, ANZ, and ASEAN).
– Interlock and alignment with our Global SAP TCoE teams regarding knowledge sharing, best practices, and global priorities.

Key job responsibilities
– Deep interlock and alignment with the APJ SAP Area Sales/SA Specialist teams, APO Tech and Consulting COE’s and Area/Country based AGS & APO teams across prioritization, knowledge sharing, and accountability mechanisms.
– Lead a team of professionals operating across 5 Areas in APJ who bring high levels of subject matter expertise in SAP.
– Strong organizational change leadership.
– Represent AWS and participate in industry and partner events to deliver thought leadership on how AWS supports SAP workloads for customers.
– A proactive and visibly inclusive leader who is able to account for the diverse cultural nuances across the countries that make up APJ and bridge those to global mindsets & priorities.
– The candidate must be an excellent communicator who can influence, build credibility, and articulate recommendations to senior executives.
– Ability to easily transition from high level strategic thinking to creative and detailed execution.
– Demonstrated ability to lead others independently and autonomously in a highly ambiguous environment.
– Ability to move fast and think outside of the box.

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
Here 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 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 in the cloud.

BASIC QUALIFICATIONS

– 10+ years of building and leading large teams and working in matrixed operating structures experience
– Bachelor’s degree or equivalent
– Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
– Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent

PREFERRED QUALIFICATIONS

– 10+ years of managing and developing high performance teams experience
– Experience building and leading large teams and have worked in matrixed operating structures
– Experience in leadership roles in sales operations, sales strategy, finance, business development, or other related fields
– Experience managing and developing high performance teams
– Experience supporting market and insights related to cloud computing and IT or equivalent

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