APJ Large Enterprise and Digital Native GTM Leader

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.

The ideal candidate will possess both a core sales management background that enables them to not only lead by example, but also hire and motivate sales teams to engage and interact at the CxO / VP level, as well as background in sales strategy that that enables them to think long term and prioritize towards high impact initiatives. The individual should also have a demonstrated ability to think analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work across the business to set vision, objectives and to build consensus primarily through influence in a matrixed organization. A keen sense of ownership, drive, and desire to dive deep is a must.

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

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.

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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 stakeholders across different functions and geographies to achieve a common goal.

Preferred Qualifications

• Proven experience in structuring and closing large-scale, multi-year enterprise deals.

• Knowledge and understanding of existing and developing technologies and cloud computing.

• Experience in multiple APJ countries.

• Strong leadership skills – ability to influence and earn trust across levels and create impact through indirect teams.

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