ANZ GTM Lead, ANZ Specialist Team

Job ID: 2634365 | Amazon Web Services Australia Pty Ltd

About Amazon Web Services

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services. Would you like to make history in the world of cloud computing? Come and join the Amazon Web Services (AWS) ANZ Specialist team.

The ANZ Go-to-Market (GTM) Leader leads teams of business development specialists across programs and topics that inspire our ANZ commercial customers. Their teams work in partnership with the local sales team to accelerate adoption of AWS cloud across services, solutions and AWS offerings. This is a critical role reporting directly to the ANZ Specialist Leader, developing and implementing the plan for ANZ and the prioritization of BD resource investments and the GTM plans for current and future business development programs. This team currently leads two flagship business development programs and teams with high impact for the ANZ business; The Migration Acceleration Program (MAP) team, who help customers accelerate their large scale migration in to AWS, and generate in excess of $180m in forward committed large scale migration ARR growing at more than 20% per anum, and the Innovation Program (IP) team who educate and inspire customers with our Culture of Innovation, and lead customers through our Working Backwards process to define and prioritise how they will address some of their most impactful business and customer challenges. The ANZ GTM Leader also plays a key role in connecting our Specialist teams across the three domains of Core Services & Advanced Computing, Enterprise Aplications and Migration and Modernisation, and Data & AI to simplify how customers and our field teams access their specialist knowledge. AWS is looking for an accomplished leader with experience across product, business, and technology who has worked with large Enterprises and high-growth organizations to accelerate their cloud-native journey for the role of ANZ GTM Leader. As the leader, you will have S-team goal responsibility for the team of business development specialists, who are an important feedback ingestion point from customers, and evolve the MAP and IP programs, as well as identifying the need for new programs at AWS. You will lead business development discussions with C-suite executives at our customers and partners. You play a critical role in taking the voice of the customer and sharing it back to the ANZ leadership and WW program team leadership to ensure customer feedback is amplified to effectively influence our technology roadmaps and Go-To-Market strategy. This role will contribute to the overall performance of the business globally measured by revenue growth, net new customers, and product and service influence. You will have had experience as a people leader at Amazon, hiring and developing new and tenured team members. You will have overachieved throughout your career and built strong, deep relationships with F1000 and/or G2000 organizations.

Key job responsibilities
• Interact at the CxO level, as well as developers and technical architects, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
• Build, manage, and grow the MAP and Innovation Programs, setting and attaining ANZ and S-team goals in ANZ with your teams support.
• Develop and deploy programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels. Go-to-market elements may include consultative workshops, sales/partner/customer enablement, solutions blueprints, customer proposal and offer development, internal and external collateral, Proofs of Concept (POC), incentives, target customers, and success measures.
• Create & articulate compelling value propositions that address the specific needs of your customers.
• Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy.
• Drive revenue and market share by developing develop and executing goals to drive long term alignment with the ANZ Specialist Domain leaders and ANZ Commercial Sales Segment Leaders.
• Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies by defining and driving operational processes

A day in the life
Meet with customers and account managers for ANZ's most strategic customers to help them understand how to get started accelerating innovation and modernisation with our program teams. Review account plans for strategic customers, and lead pipeline review calls for Innovation and large scale migration invesments. Share updates on the business with customer segment leaders.

About the team
Diverse Experiences

We are from diverse backgrounds, with a mix of professional experience and
personal passions and we are proud to bring these to work. Life is short so we really live the
Amazon ethos of “work hard, have fun, make history.”

AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

What if I don’t meet all the requirements?

That’s okay We hire people who have a passion for learning and are curious. You will be supported in your career development here at AWS. You will have plenty of opportunities to build your technical, leadership, business and consulting skills. Your onboarding will set you up for success, including a combination of formal and informal training. You’ll also have a chance to gain AWS certifications and access mentorship programs. You will learn from and collaborate with some of the brightest technical minds in the industry today.

We are open to hiring candidates to work out of one of the following locations:

Melbourne, VIC, AUS | Sydney, NSW, AUS

- Experience developing strategies that influence leadership decisions at the organizational level
- Experience in developing, negotiating and executing business agreements
- Experience influencing internal and external stakeholders
- 10+ years of building and leading large teams and working in matrixed operating structures experience

- Experience selling to Fortune 1000 or Global 2000 organizations
- - Experience developing market insights related to cloud computing, IT and / or innovation practices or similar,
- - Experience building and developing high performing teams.

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 committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer, and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected attributes.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.