Apj Large Enterprise and Digital Native Gtm Leader

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 sales and sales management experiences to lead the Go-To-Market Strategy for the cohort of “Key Customers” comprising of the largest APJ customers across industries. This role will define, own our overall approach for this cohort, including prescribed coverage and operating model, and account planning approach, and will need to partner with business leaders from 5 areas (11 countries) across APJ as well cross-functional teams including Partner, Exec Engagement, Industries and others to identify GTM strategies that can drive growth in this cohort for AWS in the region. For this to be successful, you must be able to strike a balance between consistency and customization to serve the unique needs of each country. At an operational level, you will be responsible for defining and establishing a governance structure and processes to ensure operational excellence and consistent delivery of high-quality results. You are a leader who is be able to hire, develop and motivate teams to deliver results and strive for the highest standards.

Key job responsibilities
In this role, you will provide thought leadership to our account teams partnering with our largest enterprise customers on the following:

- Set strategic Go-To-Market (GTM) direction for the largest Accounts in APJ in partnership with field sales teams and drive for sustainable growth in this cohort of customers
- Design high impact sales plays and campaigns appropriately positioning AWS Services and solutions as well as contribute to tactical execution of GTM activities in conjunction with Marketing and Partner teams
- Enable execution at the edge through capability building, resource allocation and business enablement (e.g., sales discipline, analytics, wallet and market share information)
- Identify and escalate cohort-based program asks across areas to AWSI, ISVs, operating model to GSO (coverage, annual planning), funding pools
- Build repeatable mechanisms (and tools to accelerate customer and business outcomes including evaluating innovations and experiments
- Own GSI and B-CAP relationships on behalf of the APJ VP with a strong grounding in deals, multi-year commercial construct and sales transformations. Develop and Drive AWS Industry transformation plays to acquire these customers together with GSIs
- Drive knowledge sharing of best practices across global and regional teams, localize international initiatives for market relevance, and provide leverage by scaling expertise and aggregating trends

About the team
Diverse Experiences

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

BASIC QUALIFICATIONS
- At least fifteen years of work experience with experience in direct sales, sales management (preferable across countries), and working with large enterprise customers (Fortune 2000).
- Experience of leading teamsconceptualizing, designing and execution of GTM efforts for industry and data/AI based transformation plays, etc., where scope involved working with multiple stakeholder teams.
- Strong written and verbal communication and analytical skills, including strong ability to identify and solve ambiguous problems.
- Demonstrated ability to work within a matrix environment and work with stake