Description

Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.

The Global Services Go-To-Market (GTM) Integration Leader drives the seamless integration of Global Services (GS) offerings and solutions into the broader AWS sales, marketing, and go-to-market motions. This role acts as a critical bridge between GS and the various teams across AWS including Business Development, Solution Specialist, Industry Specialist, Solution Architect, Customer Solutions Manager, Partner Success Manager, Investment Program Teams, and other teams within AWS Sales, Marketing, and Global Services (SMGS) that own and execute on different GTM motions and mechanisms. The person will work closely with these teams to ensure GS services and solutions are embedded into the relevant GTM activities, driving demand generation and pull through for GS services/offerings.

This role will identify GTM motions/mechanisms across SMGS and prioritize relevant ones based on research and anticipated customer and GS impact. A person in this role requires strong “learn & be curious” to understand the customer needs and challenges across the GTM motions/mechanisms existing in SMGS, and identify if and how GS services/offerings can be a value-add to be part of an existing GTM motion/mechanism or as part of customer “call(s)-to-action” following the GTM motion/mechanism. A person in this role needs to deeply understand GS services/offerings and the target GTM motions/mechanisms, and when required, work with the GS product teams to develop new or shape and existing GS offering(s) to purpose-fit the target GTM motions/mechanisms. The role will also put in place metrics and KPIs to measure the impact of each GS services/offerings integration with an existing GTM motion/mechanism. The best candidate must be comfortable influencing cross functional global teams in dynamic organizations as most of the responsibilities will have dependency on other teams, and leading and influencing in a virtual environment.

The right candidate will have demonstrated experience and familiarity with broad types of routes to market, and a track-record of delivering results through discovering and scaling through existing or new routes to market. Relevant experience in go-to-market, business development, sales, product, and/or GTM/sales functions in a technology products organization in a scale-oriented role is required. Experience with AWS services and how various capabilities in GS help drive AWS adoption will also be helpful for a fast-start. The candidate will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable mechanisms and deliver results with demonstrated experience in cross-functional stakeholder management and alignment, strong communications, a strong data/metrics bias, as well as a customer-obsessed, collaborative approach.

Key job responsibilities

• Identify and prioritize potential routes to market across SMGS and GS for GS services/offerings.

• Engage owning teams for these routes to market, GTM motions, and mechanisms to understand their target customers and customer needs serviced by these routes to market/GTM motions/mechanisms.

• Develop a better together or a follow-on call-to-action proposition and campaign planning, leveraging GS services/offerings for the routes to market, GTM motions, and mechanism owners for their target customers.

• As necessary, work with the GS product teams to shape and/or develop purpose-fit GS offerings to integrate into these existing routes-to-market, GTM motions, and mechanisms.

• Drive demand generation activities and pipeline development for GS offerings by aligning them with the GTM priorities and focus areas of the broader SMGS teams.

• Analyze market trends, customer needs, and competitive landscape to identify opportunities for GS services and solutions to be leveraged in the GTM strategy.

• Measure relevant metrics and KPIs to understand impact and make iterative improvements.

About the team

About AWS

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.

Basic Qualifications

• 10+ years of relevant experience in Go-To-Market, sales, business development, or product roles at a technology products and services company.

• 3+ years of experience incubating and leading scaling mechanisms in a go-to-market role with demonstrated results.

Preferred Qualifications

• 15+ years of relevant work experience.

• 5+ years of experience incubating and leading scaling mechanisms in a go-to-market role, with demonstrated results.

• Experience in global roles.

• Exceptional interpersonal and communication (both written and verbal) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams.

• Adept at executing through influence cross-functionally and up and down the org. Ability to effectively lead and work with a variety of teams, management levels, cultures, and personalities.

• Data driven but comfortable with ambiguity. Good problem-solver in an ambiguous environment. Simplifies complexity and develops scalable propositions.

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. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.