Asean Core Smb Sub-segment Lead

6 days ago

Singapore Amazon Web Services Singapore Full time

10+ years of experience in technology-led business development, sales, marketing, advisory, and/or strategy roles focused on complex customers
- 5+ years of experience defining go-to-market strategies and programs in technology companies serving large, complex customers

Job summary
Would you like to help strategic customers accelerate and maximize their business success using the cloud? Do you have a track record of successfully defining go-to-market strategies and programs for large and complex customers? Can you effectively engage, influence and collaborate with distributed, cross-functional teams to develop and execute account planning and go-to-market strategies for strategic accounts?

Role & Responsibilities
- Assess and understand sub-segment needs, gaps, and opportunities with AWS’ Core SMB customers.
- Lead segmentation and targeting to identify and prioritize sub-segment cohorts, focus accounts for the segment and the target buyer personas.
- Develop go-to-market, sales and partner strategies and initiatives in collaboration with cross-functional teams.
- Drive development of segment playbooks providing prescriptive guidance to sellers and channel partners on who to target, what priority solutions to sell them and how to sell with our sales plays, and then driving execution in concert with our sellers.
- Own and mature the account planning mechanisms for our accounts, and enable account teams and field leaders to effectively use these mechanisms.
- Develop and mature measurement and monitoring mechanisms for the Account business plan, including metrics capture, reporting, and analytics for identifying signals, opportunities, and challenges.
- Develop data-driven narrative proposals for new segment initiatives, or evolving/retiring existing initiatives/programs. Incubate new strategic initiatives, as assigned. Collaborate with teams/resources to transition and scale incubation initiatives.
- Coordinate with sales leaders and sales operations to develop field education and readiness programs to enable account teams to help our Core SMB customers to maximize their business success.
- Technology depth and breadth - both enterprise IT and cloud technologies
- Highly credible track record working with account teams, sales leaders, senior technologists, product leaders, and CxO audiences.
- ‘Invent and Simplify’ mindset. Data-driven but comfortable with ambiguity.
- Exceptional problem-solver. Adept at simplifying complexity and developing scalable propositions.
- Strong bias for ‘Working Backwards’ from customer and field team needs. Favors iterative hypothesis/test/analyze/ improve approaches. Pragmatic and ‘is right a lot’.
- Proven track record of taking ownership and driving results. Ability to effectively lead and work with a variety of organizations, management levels, cultures, and personalities.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer, and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status.

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