Head Of Start-Up Partnerships - Apj, Apj Partner Management

Head of Start-Up Partnerships - APJ, APJ Partner Management

Job ID : 2947047 | Amazon Web Services Australia Pty Ltd

The APJ Start-Up (SUP) customer segment presents a significant growth opportunity for AWS. We are seeking a Single-Threaded Owner (STO) to drive non-linear growth with SUP customers across APJ by partnering with AWS.

As a member of the APJ OnePartner LT, reporting directly to Chris Casey, this proven leader will oversee all aspects of the Partnering motion for SUP customers in Asia-Pacific and Japan, including:

• Developing 'sell-with' motions for strategic software SUPs in APJ seeking Go-To-Market support from AWS.
• Managing SUP-focused Partner Development Specialists responsible for integrating SUP customers into partner plans with existing PDM-managed partners and building capabilities with new SUP-focused partners.
• Leading 'sell-to' strategies for SUP customers by guiding Partner Sales teams to identify suitable partners capable of servicing APJ SUP customers.

This role is open to candidates based in Malaysia, Thailand, Singapore, Australia (Sydney or Melbourne), New Zealand, Korea, and Japan.

Key Responsibilities

1. Aligning with APJ SUP sales, WWSO, and regional teams for prioritization, knowledge sharing, and accountability.
2. Leading a team of experts across 5 APJ regions with deep knowledge of SUP customer needs.
3. Driving organizational change leadership.
4. Representing AWS at industry and partner events to showcase thought leadership on SUPs in APJ.
5. Demonstrating inclusive leadership that considers cultural nuances and bridges to global priorities.
6. Communicating effectively with senior executives to influence and build credibility.
7. Transitioning seamlessly between strategic planning and detailed execution.
8. Leading independently in ambiguous environments and fostering innovative thinking.

About the Team

We value diverse experiences and encourage candidates to apply even if they do not meet all preferred qualifications, welcoming those with non-traditional paths or alternative experiences.

Why AWS?

AWS is the world’s leading cloud platform, pioneering cloud computing and continuously innovating. Our trusted services power startups and Fortune 500 companies alike.

Our Culture

We promote curiosity, connection, and inclusion through employee-led affinity groups and events that foster collaboration and innovation.

Career Growth & Work-Life Balance

We support continuous learning, mentorship, and career development. We also prioritize work-life harmony through flexible working arrangements, believing that supported employees are more successful.

Qualifications

Basic: 10+ years in leading large teams within matrix structures; Bachelor's degree or equivalent; experience engaging with stakeholders including C-level executives; strategic thinking about business, software products, and emerging technologies.

Preferred: 10+ years managing high-performance teams; experience in sales operations, strategy, finance, or business development; knowledge of cloud computing and IT market insights.

Additional Information

We acknowledge the Traditional Custodians of the land in Australia, paying respect to elders past and present, and extend this respect to all Indigenous peoples.

Amazon is committed to diversity and inclusion, providing accommodations for applicants with disabilities during the hiring process. For more details, please contact your Recruiting Partner. We are an equal opportunity employer, welcoming applicants regardless of race, gender, sexual orientation, disability, or age.