Acquisition Business GTM/BD Lead, AGS North America (AWS)

Amazon Inc.; Seattle (WA); On-site; USD 176,000 - 238,000; Full time

Job summary

Amazon Web Services, Inc. in Seattle, WA seeks an Acquisition Business GTM/BD Lead for NAMER to drive strategic GTM and BD initiatives. You will own the plan, incubate new BD motions, and partner with field and WW teams to accelerate revenue growth and customer engagement.

The role requires 10+ years in GTM/BD or related fields, with experience scaling sales motions and collaborating across diverse teams. You will leverage AI tools to enhance GTM execution and drive measurable results in a

Qualifications

• 10+ years of GTM, BD, Sales, or Consulting experience.
• Experience developing and executing large-scale GTM strategies.
• Verbal and written communication for executive leaders.
• Incubating successful BD motions in enterprise sales.
• Scaling sales motions across a large sales organization.

Responsibilities

• Lead GTM and BD for the acquisition business.
• Own developing, activating, and delivering on the GTM plan for the acquisition business, including output/input goals.
• Incubate new BD motions based on customer signals with sales and stakeholders.
• Package successful approaches into sales motions, activate and enable sales, scale across the business.
• Build closed loop mechanisms to rapidly convert signals into opportunities.
• Lead Acquisition business review meetings with leadership and NAMER inputs.

Skills

GTM strategy

BD motions

Executive communication

Cross-functional leadership

Enterprise sales

Education

Bachelor's degree

Job description

Acquisition Business GTM/BD Lead, AGS North America

Job ID: 10507070 | Amazon Web Services, Inc.

Application deadline: Sep 29, 2026

Acquisition is a multi-billion business for AGS NAMER with thousands of large enterprises and ten-of-thousand mid-market enterprises and ISV customers. This role will lead go-to-market (GTM) and business development (BD) initiatives for the Acquisition business, reporting directly to the NAMER BD/GTM Director. Acquisition of new customers and growing them from early stage to engaged AWS customers is a strategic priority and a key lever to drive future NAMER business growth by developing and growing customers of tomorrow. The role will partner with the acquisition focused field and scale segment sales leaders (and their account teams), WW program teams focused on customer acquisition, NAMER GTM/BD, NAMER and WW Specialist teams, pan-Amazon corporate development team, technical field teams, professional services, partners, and NAMER sales strategy to deploy world-class GTM plan and BD initiatives to meet the business objectives and goals for the Acquisition business in NAMER.

The role owns acquisition business GTM plan and execution, including deploying initiatives relevant to NAMER from the WW acquisition program teams, incubating NAMER specific new business development initiatives, taking what’s working and turn it into scaled sales motions (e.g. AI-focus, Pan Amazon by persona, multi-cloud, VMWare migrations, etc.) partnering with the sales leaders, and taking ownership of removing sales and customer experience blockers and friction points prioritized for the Acquisition business. Success is measured by customer progression to engaged, pipeline creation and launch, and revenue growth for the Acquisition business, including pipeline creation and launch driven from the prioritized BD and sales motions in the GTM plan.

The right candidate has led GTM on a significant scale, preferably for cloud and AI services and solutions for large enterprises. The candidate should have direct experience incubating BD motions and scaling them to successful sales motions for both technology and line of business personas, and for both platform and solution selling. Prior experience delivering business advisory or strategic transformation engagements to enterprise customers with cloud and AI services as the technical foundation is a strong plus. Prior experience leading GTM for an acquisition business is a strong plus. The candidate operates with high judgment, navigates ambiguity, and translates customer signal into structured incubation and effectively scales what works. The candidate is right a lot, invents and simplifies, builds and operates from a strong earns trust foundation with stakeholders, dives deep based on data and customer anecdotes, and delivers results in a complex matrix environment. Competency with AI productivity tools and modernizing GTM for the acquisition business leveraging these tools, for fast, nimble GTM execution – both proactive and reacting quickly to seize market moments – is a big plus.

Key job responsibilities

• Lead GTM and BD for the acquisition business
• Own developing, activating, and delivering on the GTM plan for the acquisition business, including prioritized output and input goals for the business agreed to as part of the plan
• Incubate new BD motions based on customer signals in partnership with sales and relevant stakeholders
• Package what works into sales motions, activate and enable sales, scale across the business and deliver results
• Build closed loop mechanisms to rapidly respond to external and internal signals to turn them into business opportunities
• Own business review mechanisms for the Acquisition business, including taking the pen on the business review documents and contributing NAMER inputs into worldwide review mechanisms for the Acquisition business. Lead Acquisition business review with sales leaders with the NAMER VP and leadership team (LT)
• Embed/harness AI tools for all aspects of Acquisition Business GTM planning and execution to multiply personal impact

About the team

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.

About AWS

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

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Basic Qualifications

• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing and executing on GTM strategies that are large in scope
• Experience in verbal and written communication for executive level leaders
• Demonstrated track record of incubating successful business development motions in enterprise sales
• Demonstrated track record to developing, deploying, activating, and scaling sales motions across a large sales organization

Preferred Qualifications

• 10+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• Bachelor's degree
• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
• Demonstrated experience of using AI tools to turbo charge GTM function impact, efficiency, and effectiveness
• Prior direct customer engagement experience in business advisory and/or strategic transformation roles

Preferred Qualifications

• 10+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• Bachelor's degree
• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
• Demonstrated experience of using AI tools to turbo charge GTM function impact, efficiency, and effectiveness
• Prior direct customer engagement experience in business advisory and/or strategic transformation roles

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, 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. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits .

USA, CO, Denver - 176,100.00 - 238,200.00 USD annually

USA, NY, New York - 193,700.00 - 262,000.00 USD annually

USA, TX, Austin - 176,100.00 - 238,200.00 USD annually

USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually