GTM Lead – Focus Customers

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.

Amazon Web Services (AWS) is the pioneer and recognized leader in Cloud Computing. Our web services provide a platform for IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups, through to leading web companies and digital native organizations, all the way to Global 2000 companies in verticals including financial services, energy, telecommunications, retail, logistics, and technology.

We are looking for an accomplished leader with extensive customer-facing experiences to lead the Go-To-Market Strategy for our Focus team which is responsible for driving a consistent sales motion to accelerate the next wave of growth in mid-size to large customers that are aligned by industry under five areas. The role will provide overall guidance and strategic oversight on aspects including how to accelerate opportunity creation and launch in a scalable approach to driving integrated planning mechanism that will more tightly align different field facing teams. In addition, the role will partner with AWS Industry teams, Partner, Marketing, Specialist and Field Enablement to curate localized industry solutions, map & activate local Area partners, develop campaigns, and enable Focus sellers on prioritized industry use-case and solutions.

Key job responsibilities

In this role, you will provide thought leadership to our focus account teams and mid to large 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, 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.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO / VP level, as well as background in sales strategy that enables them to think long term. He/she should also have a demonstrated ability to think analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work across the business to set vision, objectives and to build consensus. A keen sense of ownership, drive, and desire to dive deep is a must.

About the team

Diverse Experiences Amazon 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.

• 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. 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. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.