Head of Enterprise Greenfield, Europe North, AWS
DESCRIPTION
The Head of Enterprise Greenfield is a senior leadership team position in AWS Europe North, which is responsible for leading a multi-layer sales organization focused on driving new customer acquisition, platform adoption and revenue growth from net new enterprise customers which include some of the most recognizeable name brands in the world across the 11 countries of the Nordics, Benelux and Baltics. They lead a distributed team of senior enterprise sales managers and sales reps, and partner closely across Marketing, Inside Sales, Partner, Professional Services, Training & Certification and Enterprise Support to deliver a high-quality customer experience and support our customers in their journey to the cloud.
This role requires a seasoned sales professional and self-starter who will own, develop and execute the Enterprise Greenfield strategy in Europe North, drive effective engagement with customer CXO and SVP level business and technical executives, and achieve scale through partner, marketing and the Inside Sales Centre function. As a 2nd line manager role, this leader must be adept at both hiring and developing managers, as well as sales reps, and at scaling through their team. The right candidate brings deep and strong C-level relationships and experience (business and IT/CIO functions) with strong business acumen and executive presence that enables them to convince customer executives that AWS is the right strategic partner to help them achieve their business objectives. The role reports directly to the Europe North Leader.
Successful candidates will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions while working cross-organizationally to build consensus. They will have high standards in managing a sales pipeline, and possess strong communication skills such as discovery/active listening skills and empathy, as well as demonstrated ability to provide constructive mentoring in these areas.
Key job responsibilities
• Develop the short, medium, and long-term Europe North Enterprise Greenfield strategy including critical scaling mechanisms like marketing, sales plays and campaigns, executive engagement, skills and enablement.
• Define a comprehensive Enterprise Greenfield partner strategy to scale and grow Enterprise Greenfield through the partner ecosystem including global and national system integrators, consulting and technology partners.
• Manage sales cadence through robust performance measures and reviews, using data driven analytics, to drive strong sales execution. This includes owning all metrics and goals and reporting of all account related activity i.e. sales forecasting, account strategy, demand generation, deal strategy development and trend analysis.
• Lead establishing and nurturing external communities, and driving large events. Defining which of these we do (CIO Forums, CXO Advisory Groups, etc.), and working with local and regional leaders to implement globally.
• Hire, develop and retain a strong team of sales professionals who are responsible for building net new business in Europe North.
A day in the life
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.
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BASIC QUALIFICATIONS
• Various years of technology related sales or business development experience.
• Strong Sales management experience leading teams selling enterprise solutions for software, hardware or IT
• Strong experience developing CEO level relationships across large enterprises and demonstrated ‘door opening’ capability
• Experience as a Leader of Leaders with team focus of development of large strategic accounts
• BA/BS degree required.
PREFERRED QUALIFICATIONS
• Strong verbal and written communications skills
• A technical background in engineering, computer science, or MIS a plus.
• Commercial and contract negotiation experience
• Ability “to sell business value” using ROI and TCO models, rather than competing on “features & functions”
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