Head of Scale, Apj

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.

The APJ Scale business is the incubation engine for future customers of AWS. The primary charter of Scale is to acquire new greenfield customers and drive the customer activation flywheel by educating, activating and grow new and low-billing customers, with an intent to build them into future strategic and high-value customers, contributing to revenue diversification and long-term business growth for AWS. The Scale team is also the talent hub for future leaders across Amazon. We are looking for a leader with a builder mindset who can define the vision and drive the development of our demand generation engine (called the “Cloud Sales Center”). In addition, the role will be responsible for the overall scale motion in APJ including interlocking with Partner teams to reach the widest gamut of customers. As the APJ Scale leader, your primary objective is to build inside sales teams that can effectively generate and follow up on leads, prospect new customers, and close sales opportunities at scale and at a high velocity. To do so, you will design the APJ Cloud Sales Center operating model and you will work closely with the local sales leaders to implement this model across the APJ 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
- Define & Iterate Scale Strategy and GTM operating model
- Own the execution and operationalization of the Scale GTM model to innovate and address cross industry, local (Area specific) and time sensitive market trends/opportunities.
- Define the GTM execution plan, including metrics and operational processes for the Scale teams for each country
- Partner with internal teams to design and execute a standardized APJ Cloud Sales Center operating model
- Establish governance processes/cadences and work with local sales leaders to deliver results and ensure consistency across APJ
- Lead dotted-line ‘Cloud Sales Center’ sales leaders and teams in APJ countries
- Help shape strategic alignments, enablement and operating models with our Partners across APJ as part of our Partners Everywhere approach

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
- 10+ years of quota-carrying technology field sales management or business development experience leading teams that sell to SMB, greenfield or enterprise accounts with 8+ years of having led teams
- Experience working in/with demand generation and inside sales functions (sales activities, metrics, compensation model, team management, hiring and development of sales reps)
- Deep understanding of Partners and Marketing, and how to leverage these two pillars to achieve non-linear scalability
- Demonstrated ability to work within a matrix environment and work with stakeholders across different functions and geographies to achieve a common goal
- Strong analytical sk