Head of Insurance BD- ANZ

DESCRIPTION

Are you passionate about the Insurance industry? Are you interested in shaping large-scale, cloud-based innovation with Insurance customers? Then you may be interested in joining our AWS Industry Business Development team to drive transformation and innovation at our largest customers in ANZ .

Amazon Web Services (AWS) is a dynamic and rapidly growing business within Amazon, and the leader in providing secure, reliable, scalable, and innovative cloud services that help more than a million businesses across the global scale and grow. We are expanding in a number of areas, and our Financial Services team is looking for a seasoned Insurance leader with experience in business development/ sales, driving top line growth and overall end-customer adoption across insurance industry.

The ideal candidates will possess a strong business development / sales backgrounds and Insurance industry technology experience that will enable them to engage directly with insurance customers, coach sales teams, and lead tactical and strategic initiatives to deliver innovative solutions to the insurance industry in areas ranging from the digital distribution channel and data analytics to core insurance workloads and data center transformations. The ideal candidate will have demonstrated experience in designing and deploying technology solutions that support multiple areas within the Insurance technology map. Domain areas of expertise would include key elements of the following:

• Knowledge of the critical systems needed to support the Insurance industry across the value chain
• An understanding of the workflows needed to support the various business functions within Insurance
• An understanding of the business, technical, and operations needs of Insurance customers
• Relationships with, and an understanding of, key system integrators and independent solutions vendors in the Insurance industry, to include an understanding of top named ISV solutions, and SI-led service offerings

Key job responsibilities
Effectively position AWS as a strategic and trusted partner to our ANZ customers
• Coach account teams and help define the strategic direction for top accounts, with a focus on line of business solutions and business sponsors
• Lead pre-sales activities for Insurance accounts, work with AWS Marketing to support lead-generation and sales-acceleration activities, and influence downstream activities with global and multi-national customers
• Identify and help define the requirements for new service or packaged offerings, in collaboration with the Financial Services Market Development team, AWS Professional Services, AWS services teams, partners, and Amazon product teams
• Conduct executive workshops with industry leaders and executives
• Effectively position AWS in Insurance through participation in industry conferences, executive briefings, and other public speaking opportunities
• Work closely with AWS technical experts in solutioning, developing, and delivering AWS-based solutions to customers
• Support the AWS Partner Network and key industry technology providers with their solutions and service line offerings developed and running on AWS
• Understand and exploit the use of Salesforce and internal Amazon systems for campaign tracking and pipeline management
• Prepare and present business reviews to senior management regarding progress and roadblocks to enabling cloud adoption
• Travel may be required for this role, up to 50%

A day in the life
At Amazon Web Services we are leading the cloud revolution. As a Customer Solutions Manager you will take end-to-end ownership of a diverse range of projects and initiatives, utilizing your communication skills to interface with and influence a broad range of multi disciplinary teams (sales, solutions architecture, support, product, professional services, partners). With a deep understanding of your customer's business vision, culture and processes, you will be your customer's voice within AWS, ensuring that their needs are accurately communicated to AWS leadership, product, and engineering teams. You will evangelize AWS services and influence customers to adopt the right solution at the right time.

About the team
Diverse Experiences
Amazon 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.

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.

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 and 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.

BASIC QUALIFICATIONS

- 7+ of technology-related enterprise solutions sales, business development, or services delivery experience • 5+ years of experience in customer-related interactions (presentations, building relationships, structuring and providing program oversight, working with partners, statements of work/commercial exposure, business case creation and presentation, and technical pre-sales) • Demonstrated understanding of insurance workflow or value chains, and related technologies • Demonstrated understanding of cloud technologies, and their current or future application in Insurance • BA/BS degree or equivalent work experience required • Strong verbal and written communications skills • A team player who effectively integrates, motivates, and builds relationships with cross-functional team members, sponsors, key stakeholders, executives, and other individuals or organizations involved with or affected by a project • Competency in the Microsoft Office suite, Salesforce, and project management toolsets

PREFERRED QUALIFICATIONS

- 5+ years direct experience in owning or creating market development strategies including: conducting discovery assessments, generating market assessments and business cases, and developing go-to-market programs • Direct professional services or consulting experience in large-scale transformation • MBA or other relevant advanced degree • Cloud sales or solutions development experience • Knowledge of the top ISVs and SIs in the Insurance industry and their relevant offerings 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.

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.