Head of SMB MENAT/ SSA, EMEA SMB

Amazon Web Services (AWS); Dubai; On-site; AED 900,000 - 1,800,000; Full time

Job summary

Amazon Web Services (AWS) seeks an exceptional SMB Sales Leader to drive the SMB segment across MENAT and SSA, leading a high-performing team of Sellers to accelerate cloud adoption among SMB customers in the UKI market.

You will develop and execute go-to-market strategies, build a robust partner ecosystem with ISVs, SIs, and resellers, and deliver revenue growth with a culture of customer obsession and innovation.

Qualifications

• Bachelor's degree in science, technology, engineering, math, business or equivalent.
• Experience in a people management role, leading teams and growing organizations.
• Experience in written and oral communication with all levels of the organization (technical, business, executive).
• Bachelor's degree in business, data science, public administration, finance, engineering, human resources, or related field, or MBA.

Responsibilities

• Develop and execute comprehensive SMB growth strategies for the UKI market.
• Drive revenue growth and customer acquisition targets through data-driven decision making.
• Build and lead a high-performing team of CSRs and Field Sellers, fostering ownership and customer obsession.
• Establish performance metrics and accountability frameworks to track team performance.
• Build and scale a partner-led SMB business model aligned with EMEA's 2028 partner strategy.
• Develop strategic relationships with key partners, including ISVs, SIs, and resellers.
• Leverage AWS Partner Network to accelerate customer adoption and solution delivery.

Skills

People management

Communication skills

Strategic leadership

Education

Bachelor's degree (STEM/business)

MBA

Job description

We are seeking an exceptional leader to drive AWS's Small and Medium Business (SMB) segment across the MENAT and SSA. This pivotal role will lead a high-performing team of Sellers to accelerate cloud adoption among SMB customers in one of AWS's most strategic markets. This Leader will be responsible for developing and executing go-to-market strategies, building partner ecosystems, and delivering revenue growth while fostering a culture of innovation and customer obsession. This role reports to the EMEA SMB Segment Leader and is a key member of the EMEA SMB Leadership Team.

As a senior sales manager and leader of SMB sales organization you'll be responsible for exceeding revenue objectives, key performance goals, and developing your team. You'll lead, collaborate, and inspire a group of account managers while being responsible for revenue and market share growth with both new and existing AWS customers.

Key job responsibilities

• Develop and execute comprehensive SMB growth strategies for the UKI market
• Drive revenue growth and customer acquisition targets through data-driven decision making and innovative go-to-market approaches
• Build and lead a high-performing team of CSRs and Field Sellers, fostering a culture of ownership, innovation, and customer obsession
• Establish clear performance metrics and accountability frameworks to track team and business performance
• Build and scale a partner-led SMB business model in alignment with EMEA's 2028 partner strategy
• Develop strategic relationships with key partners, including ISVs, SIs, and resellers to expand market reach
• Leverage AWS Partner Network to accelerate customer adoption and solution delivery
• Champion customer obsession by ensuring exceptional customer experiences throughout the cloud journey
• Drive adoption of AWS services, with particular focus on emerging technologies including GenAI, data analytics, and migration solutions
• Implement scalable customer engagement models that balance high-touch and digital-led approaches
• Develop customer success metrics and ensure continuous improvement in customer satisfaction and retention
• Recruit, develop, and retain top talent
• Foster a culture of continuous learning, experimentation, and innovation
• Provide coaching, mentorship, and career development opportunities for team members
• Partner closely with EMEA SMB Leadership Team peers to share best practices and drive segment-wide initiatives
• Collaborate with Marketing, Partner, Product, and Solutions Architecture teams to optimize customer outcomes
• Represent UKI SMB interests in regional and global forums, contributing to strategic planning and resource allocation
• Drive alignment with broader AWS UKI leadership on segment priorities and initiatives
• Maintain deep understanding of UKI market dynamics, competitive landscape, and customer needs
• Identify emerging trends and opportunities in the SMB segment, particularly around AI, digital transformation, and industry-specific solutions
• Drive innovation in sales plays, engagement models, and customer success programs
• Leverage data and analytics to inform strategy and optimize business performance
• Establish efficient operational processes and systems to support team productivity and customer engagement
• Manage budget and resource allocation to maximize return on investment
• Ensure compliance with AWS policies, procedures, and governance requirements
• Drive continuous improvement in sales effectiveness, customer engagement, and operational efficiency

Basic Qualifications

• Bachelor's degree in science, technology, engineering, math, business or equivalent
• Experience in a people management role, leading teams and growing organizations
• Experience in written and oral communication, including the ability to communicate with all levels in the organization (technical, business, executive)
• Bachelor's degree in business, data science, public administration, finance, engineering, human resources, or related field, or MBA
• Experience in technology-related business development, sales strategy, operations, or other sales-related fields
• Experience in the advertising, media or agency landscape, and proven track record of reaching and exceeding sales revenue goals via new and existing business

Preferred Qualifications

• Master's degree in management, business administration, economics, engineering, marketing, or Bachelor's degree
• 5+ years of business development, account management, product management, project management, financial analysis and/or marketing experience
• Experience communicating complex concepts clearly and persuasively to different audiences
• Experience designing and executing joint marketing plans with strategic alliance partners with global footprint
• Experience developing tools, reports, process maps, scorecards, and data visualizations that improve upon those currently employed for understanding the business and making decisions

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Company - AWS EMEA SARL (Abu Dhabi Branch)