Head of Go To Market (GTM), Premium Support Job ID: 1272061 |
Amazon Web Services, Inc.
Amazon Web Services (AWS) is the pioneer and recognized leader
in Cloud Computing. Our web services provide a platform for IT
infrastructure in-the-cloud that is used by hundreds of thousands
of developers and businesses around the world. These customers
range from start-ups to leading web companies to Global 2000
companies in financial services, pharmaceuticals, and technology.
AWS customers are looking for ways to improve their utilization of
AWS services and our portfolio of AWS Premium Support services can
help them solve complex business challenges and improve overall
AWS is seeking an experienced Go to Market Specialist (GTMS) to
help lead our rapidly growing suite of AWS Premium Support
services. The GTMS will lead a WW team responsible for defining,
building and deploying effective and targeted programs to
accelerate customer adoption of worldwide and regional-based sales
and business development activities. The GTMS will join a dynamic
team in a high problem-solving environment, and drive
operations-focused strategic programs across the team. Working with
cross-functional stakeholders, the GTMS will facilitate the
enablement of Business Development, Account Managers, Technical
Account Managers, and Solution Architects with specific
customer-centric value propositions about Support Services.
The role involves the implementation of a variety of work
streams that span multiple teams and geographic locations in the
world, and requires a background that enables the ideal candidate
to create scalable programs that apply holistic approaches to
selling to a variety of different AWS customers from startups to
large enterprises. The ideal GTMS is an execution leader, and will
be accountable ensure successful, timely and in-scope delivery of
multiple customer engagements. The GTMS will work with Business
Development, Sales, and Solution Architecture teams to track,
prioritize, and close customer engagements involving the AWS
Premium Support services such as Developer, Business, and
Enterprise Support. The GTMS will synthesize data and information
gathered from these engagements into succinct findings, derive
strategic insights, and persuasively communicate findings and
perspectives to Product and Sales teams, including senior
leadership. In addition, the GTMS will resolve the most complex
customer engagements an escalations.
The ideal candidate will possess a business and IT or databases
or data analytics background that enables them to drive an
engagement and interact with companies and partners of all sizes
and complexities. The candidate will have the technical depth and
business experience to easily communicate the benefits of support
services in the AWS cloud to IT architects, engineering teams, and
C-Level executives. The ideal candidate will have a demonstrated
ability to think strategically and long-term about the needs of
complex global businesses and digital natives. The ideal candidate
will also be deeply familiar with complex legacy IT environments,
managed enterprise IT infrastructure services, Enterprise
applications, and has done market analysis, deal negotiation and
construction, business operations, and has a background that
enables them to create scalable programs that apply holistic
approaches to selling to companies ranging from startups to
Role and Responsibility
· Proactively identify, define, advocate for and launch GTM
initiatives designed to increase Premium Support adoption
· Engage, support and scale GTMS and Sales teams to be capable
of delivering the value proposition for the suite of Premium
Support products to customers and partners.
· Demonstrate proactive ability and expertise to build new
programs and sales plays via field sales and partner teams (WWCO &
· Exhibit expertise and drive field and partner readiness for
AWS customer customers
· Lead senior level (CxO) customer meetings to discuss
customer’s business issues and explore how Premium Support can
address business challenges.
· Serve as an evangelist for new Premium Support products and
services internally and externally.
· Develop a standard sales motion tying Premium Support to the
different programs and mechanism available to field sales and GTMS
· Assist Sales and Geo GTMS with customer escalations.
· Establish metrics to measure and track related to adoption of
the service, and field seller awareness with a continual focus on
improving the approach based on those measurements.
· Identify opportunities and lead discussions about how we can
partner with other services to increase the value of Premium
Support offerings and the GTM strategy.
· Prepare and lead business reviews to the senior management
team regarding progress, metrics, and lessons learned.
· Serve as the PS GTMS point of contact for cross functional
initiatives (Support, Marketing, Strategic Customer Engagements,
etc..) related to topics ultimately affecting the field and/or
BASIC QUALIFICATIONS · 5+ years of business development,
enterprise sales, strategic partnerships, support, and/or
program/product management experience;
· 5+ years of experience working in an enterprise setting
selling cloud-based or managed services;
PREFERRED QUALIFICATIONS · Solid enterprise negotiation skills,
and business and financial acumen;
· Strong analytical skills, and demonstrated ability to turn
detailed data analysis into useful strategic insight in order to
drive customer adoption and make appropriate recommendations to the
· Strong verbal and written communications skills are a must, as
well as leadership skills;
· Demonstrated ability to work effectively across internal and
external organizations is key
· Experience selling to Fortune 1000 and/or Global 2000
· Detailed knowledge of the operations of a Support organization
within a leading technology company.
· Experience with cloud computing and or related fields (IT,
· MBA or equivalent relevant business experience
This position must be located at one of our U.S. AWS Corp.
offices with a preference for Seattle, WA.
Pursuant to the San Francisco Fair Chance Ordinance, we will
consider for employment qualified applicants with arrest and
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Minority / Female / Disability / Veteran / Gender Identity / Sexual
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