Principal Go-To-Market Specialist

4 weeks ago

Sydney, New South Wales, Australia Amazon Full time
Principal Go-To-Market Specialist - Database, AWS

Job ID: 2907926 | Amazon Web Services Australia Pty Ltd

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Database & Analytics background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization Data and AI team as an ANZ Database GTM leader

The Worldwide Specialist Organization (WWSO) is part of AWS Partner and Specialist team, which 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. We work backwards from our customer's most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture. As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Key job responsibilities
  1. Own the GTM strategy and execution for Database collaborating with teams in the field including Sales, Partners, Marketing, and other Specialists.
  2. Leverage your deep expertise in your Database Domain to understand the most important customer problems in your region and enable account aligned teams in the field to solve them.
  3. Lead cross-functional initiatives to expand markets/accounts, develop scalable programs to drive adoption, and identify new opportunities within your domain.
  4. Develop and execute goals to drive long term growth in your geography, while meeting/exceeding revenue and non-revenue driven KPI's.
  5. Bring customer data and market signals back to Worldwide teams to ensure we are prioritizing the building of the right features and services for our customers.
  6. Delivering monthly/quarterly business reviews and operational planning documents for your respective tech domain and geography.
  7. Drive geographical scale through external partners; Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies.
A day in the life

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

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.

About the team

Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS' Database services for ANZ. We create sales plays, leverage partners, and build new initiatives that drive results for our customers. We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers' goals. In emerging areas, we play a critical role as the "first in" teams to build markets for new services, domains, or solutions. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.

BASIC QUALIFICATIONS
  1. 10+ years of relevant GTM, Sales, or Consulting experience
  2. 7+ years of experience with Database technologies
PREFERRED QUALIFICATIONS
  1. Exceptional interpersonal and communication (both written and verbal) skills with experience communicating to technical and non-technical audiences.
  2. Established track record of credibility as a technology advisor with customer executives (e.g. CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts.
  3. Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer.
  4. Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion.
  5. Deep understanding of cloud technologies, including public and hybrid cloud platforms;
  6. Technical background in engineering, computer science, or MIS a plus.
  7. Recognized industry expertise in Database technologies with proven public speaking and media prowess.
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.

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 this link for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

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