Canada Specialist Sales Leader

Amazon Web Services Canada, Inc.; Toronto; On-site; CAD 180,000 - 280,000; Full time

Job summary

Amazon Web Services Canada, Inc. seeks a Canada Specialist Sales Leader to guide a team of deep domain sales specialists and accelerate cloud adoption across AWS services.

You will partner with local account management to prioritize specialist investments and customer adoption plans for current and future services. The role entails engaging with executives and developers, driving lighthouse deals, and shaping GTM strategies across AI/ML, HPC, Compute, Networking, and analytics, while

Qualifications

• Over 15 years in technology-related sales, business development or equivalent.
• Experience negotiating complex enterprise deals with customers and partners.
• Proven track record selling AI/ML solutions to executive stakeholders.
• Strong ability to communicate with both technical and non-technical leaders.
• History of building rapport with customer executives (CEO/COO/CIO/CTO) and closing large revenue accounts.
• Experience hiring, developing and motivating a sales organization to exceed targets.

Responsibilities

• Interact with CxO/VP level, developers and architects to develop pipeline and win lighthouse customers.
• Develop and deploy sales motions leveraging AWS Field Sales teams and partner channels.
• Define and execute comprehensive account/territory plans across multiple teams to hit revenue targets.
• Create compelling value propositions addressing customer needs.
• Accelerate adoption through sales engagements and effective GTM strategies.
• Drive revenue and market share across Data/Developer Tools, Compute, Networking, Storage, Database, Analytics sectors.
• Collaborate with Solution Architecture, Business Development, Marketing, Partners, and Training teams.
• Define and improve operational processes and sales excellence; relay customer voice to the Worldwide Specialist Organization.

Skills

C-suite engagement

Strategic sales leadership

AI/ML solutions

Deal negotiation

Stakeholder communication

Revenue growth

Job description

The Canada Specialist Sales Leader leads the team of deep domain sales specialists across AWS Products and Services. This team works in partnership with the local account management team to accelerate the adoption of AWS cloud across services, solutions, workloads and AWS offerings. This is a critical role reporting directly to the Country leader, developing and implementing the plan for the national prioritization of specialist resource investments and customer adoption plans for current and future services.

This team leads field motions with deep domain expertise that range across GenAI, High Performance Computing, Compute, Networking, Storage, Database, and Analytics. It also includes cross service C-level conversations and motions to Application Modernization, Business Transformation through technology, and Artificial Intelligence and Machine Learning adoption.

Key Responsibilities

• Interact at the CxO/VP level, as well as developers and technical architects, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.


• Develop and deploy sales motions and programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels.


• Define, develop, and execute against a comprehensive account/territory plan supporting multiple account teams to drive achievement of revenue and win goals.


• Create and articulate compelling value propositions that address specific needs of customers.


• Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy.


• Drive revenue and market share while meeting/exceeding revenue targets across Data and Developer Tools, Advanced Compute, Core Services, Migration/Modernization, and Business Applications.


• Partner with cross-functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training.


• Define and drive operational processes and excellence with sales teams.


• Relay voice of the customer back to the Worldwide Specialist Organization (WWSO) to influence technology roadmaps and Go-To-Market strategy.

Basic Qualifications

• 15+ years of technology related sales, business development or equivalent experience.


• Experience negotiating complex deals with customers and partners.


• Experience selling AI/ML solutions.


• Experience communicating with both technical and non-technical stakeholders across multiple teams, as well as internal and external executive stakeholders.


• Established track record of building rapport with customer executives (CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts.


• Hiring, developing and motivating a sales organization to consistently exceed expectations against defined goals and objectives.

Preferred Qualifications

• Relevant sales experience with breadth and depth in multiple enterprise functional areas in multiple industries.


• Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion.


• Deep understanding of cloud technologies, including public and hybrid cloud platforms; technical background in engineering, computer science, or MIS a plus.


• Recognized industry expertise in primary discipline(s) with proven public speaking and media prowess.

15+ years of technology-related sales or business development experience; experience negotiating complex enterprise deals; experience selling AI/ML solutions; track record of C-suite relationship building and closing large revenue accounts; experience hiring and developing sales teams.