Head of Financial Services, APJ FSI GTM

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Sector: Banking and Financial Services

Role: Senior Manager

Contract Type: Permanent

Hours: Full Time

DESCRIPTION

The Amazon Web Services (AWS) Worldwide Financial Services team is looking for an experienced Business Development leader to join our fast-paced team and help drive AWS adoption in Asia Pacific and Japan (APJ). As the leader of the Financial Services Industry (FSI) Specialist team for APJ, you will have the opportunity to be part of a team focused on increasing technology adoption of cloud computing by engaging with C-level executives and influencers at all levels. You will lead a team that works closely with organizations across AWS to build relationships with financial institutions of all sizes across all market segments, from FinTech startups to the largest banks, insurers, broker-dealers, and exchange groups in the world. You will own further establishing AWS as the leading cloud services provider in Financial Services in APJ.

Your responsibilities will include driving top line revenue growth and overall end-customer adoption across the Financial Services industry in APJ. Your team will enable AWS Financial Services field teams across all sales segments to more effectively drive their day-to-day interactions with key prospects and customers. The APJ FSI Specialist team works closely with AWS Solutions Architects, Professional Services, Security, and Compliance to develop and promote cloud best-practices for the industry.

The ideal candidate will possess a strong business development and Financial Services background, with significant experience across APJ, and have experience as a people manager with responsibility for developing a diverse, high-performing team. The candidate should have demonstrated experience engaging senior-level executives in past roles, a credible understanding of the overall Financial Services industry, and experience working with financial institutions in the region. You will have a demonstrated ability to think strategically about business, product, and technical challenges, with the skill-set to drive tactical execution of sales and business development goals.

Key job responsibilities

1. Identify and develop diverse talent.
2. Serve as a key member of the FSI Specialist leadership team helping drive AWS sales, technical and marketing strategies for the financial services industry.
3. Create strategic business development plans for identified opportunities and ensure these plans are in line with the AWS strategic direction.
4. Execute strategic business development plans while working closely with internal stakeholders including sales teams, solution architects, professional services and support teams, legal and contract teams, and the AWS service teams.
5. Fill the business development pipeline by engaging prospects, partners, and key customers.
6. Understand the unique technical requirements of financial services customers and work closely with internal development teams to guide the direction of our product offerings for our largest and most complex customers.
7. Understand and harness the use of Salesforce.com and other internal Amazon systems for campaign tracking and pipeline management.
8. Prepare and present business reviews to the senior management team regarding progress and roadblocks to closing new enterprise customers.
9. Represent AWS in public speaking engagements at industry events and with local press and analysts in-region.

1. Bachelor's Degree
2. The right person will be technical and analytical, and will be capable of understanding the complexities of large financial services IT environments.
3. 10+ years of experience leading teams, with responsibility for hiring and talent development.
4. 15-20+ years of Financial Services experience in roles related to business development, enterprise solution selling, or product development/management.
5. Extensive experience in APJ is required. Prior experience in the Financial Services IT industry is highly desired, either as a vendor or customer.
6. Must have a demonstrated ability to work effectively across internal and external organizations, including strategic partners and ISVs.
7. Technical knowledge of enterprise IT is highly desired, including: database systems, tiered storage architectures, server and desktop virtualization, data center operations, network security, etc. with ability to go deep enough on technical aspects to understand current and future customer needs and present AWS technical benefits.

1. Strong verbal and written communications skills are a must, as well as leadership skills.
2. 20+ years of Financial Services business development, enterprise solution selling, or product development experience.
3. MBA

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