Go-to-market Strategy Lead Smb Apj

15+ years of experience in sales, sales strategy, business development, and operations in SaaS business model
- 10+ years in sales or business development specific roles
- Bachelor's Degree

Job summary For more than 15 years, Amazon Web Services (“AWS”) has been the world’s most comprehensive and broadly adopted cloud platform. AWS offers over 200 fully featured services to millions of active customers around the world—including the fastest-growing startups, largest enterprises, and leading government agencies—to power their infrastructure. AWS APJ SMB Core team helps the APJ SMB business by (a) building programs and undertaking initiatives with pan-APJ impact (b) scaling up learnings from individual Areas to entire Geo, (c) acting as CoE for building pan-APJ sales plays and training modules, and (d) representing APJ in AWS WW fora and helping resolve issues. The GTM Leader is responsible for building key motions with the sales team, which amplify market impact. This includes deep dive analysis, planning and execution on the following: Sales plays o Identification and prioritization of solutions and sales plays (vertical and horizontal), which can drive disproportionate impact on ground. This will involve constant dialogue with WW teams, SI partners, ISVs, distributors and Area teams o Working closely with the Area Leaders / Area Program Managers to create integrated sales-play campaigns calendar and on-ground execution basis requirement of different sub-segments (large SMB vs core SMBs; Engaged vs GF; Buyer vs Builders) o Monitoring and dashboarding of results, with the objective of constant data-driven improvement Sales team productivity: Work closely with the WW and Area teams to measure and monitor sales productivity, and identify and execute initiatives to improve the same. This will cut across multiple dimensions: o Sales tools: - Measurement of % time spent on different activities, identification of tools required, working with the Area and WW teams - Provide feedback on WW tools being built - Coordinate and roll-out required tools with Area teams o Sales Enablement: - Identify the training and enablement requirements of sales teams across different sub-segments - Coordinate with the internal enablement teams to design required trainings - Roll-out trainings in coordinate with the training and Area teams - Monitoring and dashboarding of results, with the objective of constant data-driven improvement - Establish relationships with other Geos to identify best practices, if any, and plan roll-out in APJ - Act as APJ representative with WW sales enablement teams o Coverage model: - Understand and evaluate the different account coverage models in practice in different Areas to identify best practices - Establish relationships with other Geos to identify best practices - Evangelise the best practices among different Areas; help in implementation and roll-out - Evaluate different coverage models proposed by WW teams at different stages and provide feedback basis local understanding in APJ Best practices / blockers: o Work closely with the WW and Area teams to identify best practices and blockers at Area and APJ level. The identification to be based on data-driven insights and clear anecdotal evidence o Coordinate with the Programs team to build programs to amplify best practices / solve for blockers across APJ o Assist in roll-out of different programs in the Area (sales team enablement, resolution of issues etc.)
- Ability to lead matrixed teams through influence across a broad set of functions and geographies, developing new ideas and creative solutions for difficult, ambiguous and complex issues.
- Excellent collaboration and negotiations skills with internal and external stakeholders.
- Program management knowledge spanning planning, execution and project delivery.
- Demonstrated ability to navigate a fast-paced environment with limited direction, balance competing priorities and multiple time-sensitive projects at once and make decisions and recommendations with quick turnarounds.
- Ability to provide meaningful insights of complex data and translate the results into actionable deliverables, messages, and presentations.
- Demonstrated ability to define, refine and implement sales processes, procedures and policies.
- Highly organized, detail oriented, and efficient in ambiguous situations.
- Experience or familiarity with the AWS platform, products, solutions or capabilities

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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 respec