GTM Lead - Deep Customers

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Sector: Customer Services
Role: Manager
Contract Type: Permanent
Hours: Full Time

DESCRIPTION

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.

We are looking for an accomplished leader with extensive customer-facing experiences to lead the Go-To-Market Strategy for our Deep customers comprising of the top customers for APJ. This role will need to partner with business leaders from 5 areas across APJ as well as cross-functional teams including Partner, Exec Engagement, Industries, and others to drive growth in the largest customers for AWS in the region. The role will be responsible for ensuring a high bar on account strategy (account planning, technical account planning, and executive engagement planning) and for the consistent adoption of the high-touch Deep Operate Model across top customers leveraging the following (amongst others):

1. C-suite Executive Engagement
2. World-class Industry Expertise
3. Enabling Customer Innovation

In addition, the leader will also engage our broader pan AWS and Amazon teams to craft compelling solutions for our customers.

Key job responsibilities
In this role, you will provide thought leadership to our deep account teams and enterprise customers - identifying key use cases, turning those into actionable sales plays, engaging directly with our Sales teams to serve as a trusted advisor, helping them define a strategy and approach for their main accounts. You will also lead sales enablement around your sales plays, campaigns, and associated AWS services.

• Set strategic Go-To-Market (GTM) direction including prioritizing and designing high impact sales plays and campaigns as well as contribute to tactical execution of GTM activities in conjunction with Marketing and Partner teams.
• Lead a cross-functional team to execute your GTM plan and activities including Marketing, Demand Generation, Partner, Solution Architecture, Inside Sales, Outside Sales, and AWS Professional Services.
• Enable relevant APJ wide account teams to effectively run your sales plays and properly position associated solutions and AWS services with enterprise customers.

About the team
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.

BASIC QUALIFICATIONS

• At least ten years of work experience and at least five years of experience as a product manager, business development, and/or GTM leader.
• Experience leading GTM efforts for major features or services including, but not limited to positioning, pricing, launch, SEO, sales plays, etc., where scope involved working with multiple partner teams.
• Strong written and verbal communication and analytical skills, including strong ability to identify and solve ambiguous problems.
• Passion for technology, willingness to dive deep into the technical products Amazon is building, and commitment to learning and expanding technical knowledge.
• Experience influencing executive leadership through verbal and written communication.
• Experience negotiating, influencing, planning, and executing across teams.

PREFERRED QUALIFICATIONS

• Experience making product strategy decisions using judgment and data, including collaborating with customers and internal partners to solicit diverse perspectives.
• Experience successfully improving processes for product management and for collaboration with partner teams.
• Experience defining and executing a go-to-market strategy.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information.

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