GTM Lead - Focus 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 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.

1. 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.
2. 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.
3. 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. The individual 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.

1. At least ten years of work experience and at least five years of experience as a product manager, business development, and/or GTM leader.
2. 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.
3. Strong written and verbal communication and analytical skills, including strong ability to identify and solve ambiguous problems.
4. Passion for technology, willingness to dive deep into the technical products Amazon is building, and commitment to learning and expanding technical knowledge.
5. Experience influencing executive leadership through verbal and written communication.
6. Experience negotiating, influencing, planning, and executing across teams.

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

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