Principal Go-To-Market Specialist, Betting & Gaming

Amazon Web Services Singapore Private Limited; Singapore; On-site; SGD 100,000 - 150,000; Full time

Job summary

A leading cloud services provider seeks a Principal Business Development Specialist for Betting & Gaming, focusing on driving AWS adoption in the Asia Pacific region. Candidates will leverage deep industry expertise to develop strategies aligned with gaming regulatory environments. The role emphasizes collaboration, relationship building, and thought leadership to advance business objectives and engage with customers. This position requires substantial experience in business development and technology transformation within the gaming industry, and it favors those with strong negotiation and sales backgrounds.

Qualifications

• 10+ years of developing, negotiating and executing business agreements experience.
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 7+ years executive experience in technology transformation in the Betting and Gaming industry.

Responsibilities

• Drive AWS adoption by developing and launching strategies tailored to Betting and Gaming.
• Collaborate with account teams to execute jurisdiction-specific plans.
• Conduct internal and external enablement sessions on industry trends.

Skills

Business Development

Strategic Planning

Regulatory Compliance

Relationship Management

Industry Expertise

Job description

DESCRIPTION

The Principal Business Development Specialist for Betting & Gaming serves as a dedicated industry expert embedded within Asia Pacific Japan China (APJC) account teams, driving AWS adoption through line-of-business opportunities across the betting, gaming, and lottery sectors. This role combines deep industry expertise with strategic account planning to identify, develop, and launch opportunities that address specific Betting and Gaming customer workflows and business challenges across the APJC region.

Key job responsibilities

Account Strategy & Planning

• Contribute Betting and Gaming industry perspective to Account Plans for assigned proactive coverage accounts in APJC
• Identify and map Line of Business (LOB) contacts and stakeholders within betting and gaming operators
• Utilize Industry Score Card to identify whitespace opportunities across five Betting and Gaming solution areas: Player Engagement, Compliance & Player Protection, Payment & Risk Management, Operations, and Casino Game Development
• Collaborate with account teams to develop jurisdiction-specific strategies aligned with APJC regulatory environments

Opportunity Development & Execution

• Drive Betting and Gaming opportunities from Qualified stage through Launch, focusing on measurable business outcomes
• Evangelize AWS services, partner solutions, and Professional Services tailored to betting and gaming use cases
• Achieve 70% partner attachment rate on launched opportunities, leveraging Betting and Gaming ecosystem partners
• Participate in Executive Briefing Centers (EBCs) and executive engagements with C-suite stakeholders
• Act as facilitator to bring in specialized AWS resources, world-wide specialist teams, ProServe, and partner capabilities

Thought Leadership & Enablement

• Conduct internal enablement sessions for APJC account teams on Betting and Gaming industry trends, use cases, and AWS solutions
• Lead external thought leadership sessions with customers and at industry events
• Contribute to Go-to-Market packages for scale Betting and Gaming customers
• Build and maintain relationships with key industry associations and regulatory bodies in APJC jurisdictions

Regional Market Development

• Develop deep understanding of APJC betting and gaming regulatory landscape across key markets (Australia, NZ, Philippines, Singapore, Vietnam, Hong Kong, etc.)
• Identify regional trends, competitive dynamics, and market opportunities specific to APJC
• Build partner ecosystem relationships with regional Betting and Gaming technology providers and system integrators

A day in the life

Your primary focus is being the go-to expert on betting and gaming for our teams working with customers across Asia-Pacific. You're the person who understands how operators actually run their businesses and can connect those challenges to solutions.

Most days, you're embedded with account teams having conversations with betting and gaming companies. You might start your morning on a call with a sports betting operator in Australia, helping the team understand what their Chief Marketing Officer really cares about when it comes to player engagement. You're translating between the business side and the technical side, making sure everyone's speaking the same language.

You'll spend a good chunk of time in customer meetings - sometimes it's a formal executive briefing where you're presenting to C-level folks, other times it's a working session with their operations team diving into the specifics of how they could modernize their platform. You're not just talking about technology; you're talking about their business outcomes, their regulatory challenges, and how they can actually move faster in their market.

Between customer engagements, you're also teaching. You'll run sessions for our account teams to help them understand what's happening in the industry - new trends in responsible gaming, how payment fraud is evolving, what's changing in different regulatory environments across the region. You become their trusted advisor on all things betting and gaming.

What makes this role interesting is the variety. One day you might be helping a casino game studio figure out how to deploy across multiple countries, the next you're at an industry conference sharing insights on player protection technology, and the day after that you're working with partners to put together a comprehensive solution for a major operator.

You'll also get pulled into strategic planning - helping teams think through which opportunities to pursue, where the white space is in an account, and how to approach complex deals that might take months to close. It's part detective work, part strategy, part relationship building.

Travel is definitely part of the mix - you'll be visiting customers, attending industry events, and collaborating with teams across the region. But it's purposeful travel that lets you build real relationships and stay connected to what's actually happening in the market.

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.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

About the team

The AWS Industries team is committed to helping industry customers enable their digital transformation journeys. Our primary goal is to meet customers in their cloud journeys and work backwards from their industry-specific needs to transform their businesses and industries. Our team focuses on business outcomes and industry use cases on behalf of our customers, whether that is how we build products and solutions, how we sell, how we deliver, or how we partner.

You'll be part of the Geo Industry Specialist Team (GIST) within the broader Media, Entertainment & Games and Sports Industry Business Unit. The team operates with a strong focus on customer obsession and delivering results, guided by organizational tenets that emphasize measuring what matters, building diverse perspectives, and scaling bright spots.

The team works collaboratively across multiple segments including studios, platforms, publishers, game services, and the full spectrum of betting and gaming operators and suppliers. The team culture emphasizes going forward with the customer, fostering innovation through curiosity, and empowering high-velocity decisions.

You’ll work closely with account teams, Solutions Architects, AWS Professional Services, and an extensive partner ecosystem. The team values collaboration and operates with a builder mentality, focusing on strategic initiatives like accelerating game development lifecycles, optimizing player acquisition and engagement, and helping customers achieve sustainable profitability through data-driven personalization.

Based in the APJC region (Australia, Hong Kong, or Singapore preferred), you'll be part of a geographically distributed team that comes together regularly for strategy sessions, planning meetings, and collaborative workshops focused on driving customer success and business growth.

Basic Qualifications

• 10+ years of developing, negotiating and executing business agreements experience
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ Years executive experience in technology transformation in the Betting and Gaming industry (operator/supplier)

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations

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