Head of Telco - Australia

Amazon; Sydney; On-site; AUD 200,000 - 320,000; Full time

Job summary

Amazon in Australia seeks a Head of Telco to lead the AWS go-to-market across Telecommunications, setting strategy, building the team, and driving cloud and AI adoption at scale.

You will engage C-suite and senior technology leaders, shape large-scale cloud and AI programs, and work with AWS account teams to deepen customer relationships in a highly regulated, infrastructure-intensive sector.

Qualifications

• 15+ years of enterprise sales and business development in technology, with telco focus.
• Ability to sell to carriers and network operators, and build durable relationships.

Responsibilities

• Define the go-to-market strategy for Telecommunications and AWS in Australia.
• Lead and develop a high-performing enterprise sales team.
• Engage C-suite and senior technology leaders to shape cloud, network modernisation and AI programs.
• Navigate regulatory landscape and ensure compliance in customer deals.
• Hire and develop senior sales talent and establish an accountable operating rhythm.

Skills

Enterprise sales

Telco industry knowledge

C-suite engagement

Strategic leadership

Cloud and AI value storytelling

Regulatory navigation

Job description

The Head of Telco role sits within the Telco, Media, Entertainment, Gaming and Sports segment (TMEGS). Telecommunications is being reshaped by converging forces: 5G monetisation, network automation, customer experience, evolving regulatory requirements, and the race to embed AI into everything from product development to network operations.

AWS powers critical infrastructure, services, and AI capabilities for the region's largest telcos. The opportunity to deepen those relationships and help these organisations modernise at pace has never been greater.

We're looking for a sales leader to build and own the go-to-market for AWS across Telecommunications customers in Australia. You'll set the strategy, lead the team, and drive cloud and AI adoption across the sector, working with some of the most complex, regulated, infrastructure-intensive, and commercially significant organisations in the region. This is a leadership role with real scope to shape how AWS shows up in one of our most important industry verticals.

Key job responsibilities

You'll lead a team of enterprise sales professionals focused on accelerating AWS adoption across Telecommunications in Australia. Your remit covers the full breadth of the sector: tier-1 carriers, mobile and fixed-line operators, wholesale network providers, tower companies, and adjacent infrastructure businesses. You'll engage C-suite and senior technology leaders, shape large-scale cloud, network modernisation, and AI programs, and work alongside our broader AWS account teams who manage the day-to-day customer relationships. You'll define the go-to-market strategy for Telecommunications: where we invest, how we position, which use cases we lead with, and how we build pipeline. You'll need to understand the regulatory landscape (ACMA, the Telecommunications Act, critical infrastructure obligations) and how that shapes customer decisions around cloud adoption, AI usage, network architecture, and operational resilience. You'll hire and develop senior sales talent, create an operating rhythm that drives accountability, and build a culture where your team is genuinely excited to come to work and solve hard problems for customers.

• - 15+ years of enterprise sales and business development experience in technology, with a significant portion spent selling into telecommunications. You've built new businesses, driven adoption of cloud or AI technologies at scale, and understand what it takes to earn trust with carriers and network operators.
• - You know how telcos buy, build, and operationalise technology. You understand network investment cycles, vendor consolidation dynamics, and the relationship between technology decisions and regulatory obligations. You can have a credible conversation with any C-suite stakeholder in a telecommunications organisation about their network modernisation roadmap, resilience posture, CustomerExperience, AI strategy, and total cost of ownership.
• - Proven track record of managing complex, multi-year customer relationships and building high-performing sales organisations. You've exceeded revenue targets not by accident, but through a clear strategy, disciplined execution, and the ability to mobilise cross-functional teams around customer outcomes.
• - Experience navigating regulated, infrastructure-critical environments where deals involve security reviews, network architecture approvals, partner dynamics, and multi-stakeholder governance. You don't just close deals, you build durable commercial relationships that compound over time.
• - Ability to articulate the business value of cloud and AI to both technology and business leaders. You don't need to write code, but you need to understand network architectures, data platforms, edge computing, and AI capabilities well enough to connect them to business outcomes: cost reduction, network automation, speed to market, customer experience, and operational resilience.
• - Strong executive presence with experience building relationships at CEO, CTO, CIO, and board level. Comfortable presenting at industry events, engaging media, and representing AWS as a credible voice in the market.