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.
The ideal candidate is a leader with at least 10 years of experience in technology related sales or business development roles, and has experience building and coaching high-performing sales teams. The role holder will have a solid understanding of demand generation, inside sales functions, partners and marketing – the ability to combine all these functions into a seamless demand generation engine is critical to the success of this role. The ideal candidate is highly results-oriented, takes initiative and can earn trust and influence cross functional teams.
Key job responsibilities
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.
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.
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.
The ideal candidate is a leader with at least 10 years of experience in technology related sales or business development roles, and has experience building and coaching high-performing sales teams. The role holder will have a solid understanding of demand generation, inside sales functions, partners and marketing – the ability to combine all these functions into a seamless demand generation engine is critical to the success of this role. The ideal candidate is highly results-oriented, takes initiative and can earn trust and influence cross functional teams.
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
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
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 skills with the ability to use data and trends to articulate business needs and make recommendations to the business
PREFERRED QUALIFICATIONS
- Knowledge and understanding of existing and developing technologies and cloud computing
- Experience in demand generation and inside sales at a technology company
- Strong leadership skills, experience building and leading teams, and demonstrated record of people development
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
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.