Sr Telco Sales Leader

Amazon Web Services Canada, Inc.; Toronto; On-site; CAD 150,000 - 250,000; Full time

Job summary

A global cloud services provider is seeking an experienced sales leader to manage its Canadian Telecommunications sales team. This role involves overseeing sales teams, setting revenue targets, and developing strategic relationships with major telecom clients. Ideal candidates will have strong sales management experience and a background in cloud technology, specifically targeting enterprise customers. This position requires leading cross-functional efforts to drive cloud adoption and achieve sales goals.

Benefits

Mentorship and career growth opportunities

Work-life balance initiatives

Inclusive team culture

Qualifications

• 10+ years of technology related sales or business development experience.
• Proven track record achieving sales quotas and closing technology deals.
• Experience working with and presenting to C-level executives.

Responsibilities

• Manage multiple sales teams across organizations.
• Lead sales strategy and meet quarterly revenue targets.
• Develop long-term strategic relationships with key accounts.

Skills

Proficiency in cloud technology sales

Experience managing sales teams

Ability to articulate cloud concepts to C-level stakeholders

Skill in problem solving and analytics

Experience building and maintaining industry relationships

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Job description

Overview

At AWS, we are seeking a sales leader to lead the Canadian Telecommunications sales team supporting tier 1 North American communication service providers. In this role, you will lead the local sales teams working directly with our most strategic customer accounts in Canada. This role involves seasoned and senior sales management responsibilities including team recruitment, development, coaching, setting and achieving sales goals and quotas, and developing and delivering account level strategy.

Have you led technical sales teams and driven successful telecom cloud IT / network / go-to-market transformation programs? You will work directly with the sales teams and Canadian telco customers to guide their cloud journey with AWS from core IT migrations / modernizations to driving cloud-native network structures and joint-go-to-market initiatives that drive top-line revenue. Responsibilities include internal leadership (sales strategy, forecast and pipeline revenue, performance measurement, budget/resource management) and external leadership (building and managing senior customer relationships, acting as escalation point and decision-maker, guiding opportunity inception to deal closure). The ideal candidate will possess a sales management background with technical knowledge and existing enterprise relationships enabling engagement across customer organizations down to CXO level. They should be prepared to lead with accountability and ownership rather than delegation, and consistently deliver on leadership requests and quarterly revenue targets.

We seek a passionate sales leader with a multi-disciplinary background spanning telecom technology, traditional IT, networks, joint-go-to-market opportunities, and cloud architecture — someone who can lead a sales team and tie together the overarching business strategy for our telco customers.

The ideal candidate will have :

• Proficiency in cloud technology sales / transformation
• Experience managing sales teams, sales revenue forecasts / pipelines, and use of Salesforce CRM
• Experience selling to the top 3 largest telecommunications enterprises in Canada with an understanding of telco business challenges, revenue models, and cloud economic impacts
• Ability to articulate cloud concepts to C-level stakeholders
• Proven track record achieving sales quotas and closing technology deals upwards of $100M USD
• Skill in problem solving, written and verbal communications, and analytics
• Skill in unifying cross-functional teams to deliver complex technology initiatives, including managing all internal stakeholders relevant to sales motions (Operations, Legal, Marketing, technical product / service teams, Finance, etc.)
• Experience building and maintaining industry relationships

This is a unique opportunity to play a principal role in reshaping telco technology in the cloud era.

Key job responsibilities

• Manage multiple sales teams
• Work, as a representative of the sales teams and of the customers, cross-functionally across organizations within AWS and Amazon to deliver value
• Lead by example and provide org-wide contributions as a member of a broader sales leadership team, representing a set of strategic accounts
• Own regular updates to leadership around revenue performance and customer opportunity strategy
• Drive revenue and market share in a defined territory or industry vertical
• Meet or exceed quarterly revenue targets
• Develop and execute against comprehensive account / territory plans
• Create & articulate compelling value propositions around AWS services
• Lead the sales team to accelerate customer adoption
• Maintain and manage a robust sales pipeline for multiple customer accounts
• Work with partners to extend reach & drive adoption
• Develop long-term strategic relationships with key accounts
• Ensure customer satisfaction
• Expect moderate travel

About the team

About AWS

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the 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.

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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers where they are in their cloud journey and work backwards from their industry specific needs to transform their business and their entire industry. Our team speaks the language of our industry customers, which means that we focus on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

BASIC QUALIFICATIONS

• 10+ years of technology related sales, business development or equivalent experience
• Bachelor's degree or equivalent
• Experience working with and presenting to C-level executives, IT, and lines of businesses across organizations or equivalent
• Experience selling to the top 3 telecommunications service providers in Canada

PREFERRED QUALIFICATIONS

• Experience selling cloud solutions at a software company or equivalent
• Experience collaborating with technology systems integrators (SIs)
• Experience selling joint innovation across diverse spheres of business (technology resale, media, sports, devices technology)
• Experience with AWS and technology as a service (IaaS, SaaS, PaaS)

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers.