Director, Go-To-Market - APJ

- 20+ years of professional working experience, including 15+ years of technology sales or technical leadership experience

- 10+ years of successful people management experience

- Bachelor's degree or equivalent

- Proven track record in organizational transformation and results delivery

- Deep understanding of sales operations and GTM strategies

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow. As we rapidly grow our business, we are seeking a senior leader responsible for driving the end-to-end Go-To-Market strategy and operational excellence across the Asia Pacific and Japan region. This position will play a pivotal role in shaping and executing the company's regional growth strategy.

Key job responsibilities

• Develop and implement comprehensive APJ Go-To-Market (GTM) strategies incorporating Digital sales motion, Transformation & Innovation, Programs and Engagement & Comms
• Build strategic partnerships across the APJ Leadership Team to establish priorities and accountability frameworks to accelerate execution
• Manage complex, cross-functional team coordination to maximize Partners engagement, global services adoption, team execution
• Establish a culture of innovation, experimentation, “learning from failure” across the Central team as a way to drive similar behavior in the Areas/edge
• Develop a foundational framework to increase/measure incremental from Central team to edge teams. Increase cultural adoption in every customer engagement
• Develop a framework, jointly with operations team to drive executive engagement in its large strategic customer relationships and opportunities
• Direct the integration of APJ Investment Programs within the GTM framework
• Conceptualize and lead strategic initiatives for business growth, market expansion, and capability development
• Create strategies to accelerate new business growth while strengthening existing customer relationships
• Establish processes for customer commitment tracking and delivery excellence
• Lead the development of case studies and solution portfolios to demonstrate business value
• Spearhead organizational transformation programs and establish centers of excellence
• Establish a framework for industry solutions development/localization/scaling jointly with AWSI

Key Attributes

• Learning agility/resilience/strong value system/direct and matrix-based leadership
• Team development
• Demonstrate consistent success in building, developing, and leading high-performing teams across multiple functions
• Apply sophisticated systems thinking to complex business challenges, considering multiple variables and dependencies in decision-making processes
• Show documented success in managing complex, global business environments with multiple stakeholders and competing priorities
• Demonstrate exceptional strategic thinking capabilities to conceptualize long-term vision while executing detailed operational plans
• Exhibit superior analytical and problem-solving capabilities to structure and solve complex challenges
• Display excellence in project management, delivering large-scale initiatives on time and within budget while maintaining quality across multiple concurrent projects
• Lead organizational and cultural transformation initiatives with measurable business impact
• Possess sophisticated communication capabilities across all formats (written, verbal, presentations) with ability to influence at executive levels and across cultures
• Display genuine commitment to creating inclusive work environments that foster innovation and collaboration

About the team

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

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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Work/Life Balance

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Preferred Qualifications

• Master's in Business Administration
• International work experience
• Cloud technology industry experience
• Partner ecosystem knowledge
• Success record in matrix organizations

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