Senior Worldwide Specialist - Advanced Computing, Robotics
DESCRIPTION
Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, robotics 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 (WWSO) Emerging Technologies & Workloads team as a Business Development Specialist!
The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), 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.
The WWSO Emerging Technologies & Workloads team’s mission is to identify and incubate new advanced computing workloads to solve customer problems requiring cross-AWS solutions that will scale in the market in 3-10 years. We focus on customer line-of-business use cases that require deep domain industry knowledge and practical experience in applying the necessary technical methods and algorithms. We demonstrate technical/scientific feasibility via PoCs with early adopter partners and customers, test potential GTM motions, and recommend an approach to market and GTM scaling strategy to address our customers' toughest problems enabled by cloud computing.
We are looking for a Senior GTM Specialist in Robotics. In this role, you will work directly with the most interesting and demanding customers from the world’s leading startups to the largest enterprises to understand their requirements and turn them into reality. You will use your business savvy to expand existing markets, develop adoption programs and identify new markets and opportunities. Activities include sizing the market opportunity, identifying a pipeline of potential customers, understanding customer requirements, working with solution architects to build prototypes that demonstrate the art-of-the-possible, scaling through enablement and cross organization work, quantifying the business value with the customer, creating content to train the field sales teams, leading external workshops to drive industry thought-leadership, working with product teams to define new features, and identifying partners or potential acquisitions. Within AWS, you will be a leader for specialists, solutions architects, partners, and account teams around the world and set direction and standards for how we solve customer problems in your domain. You partner with technical and business teams across AWS and bring the voice of the customer into our product development roadmap.
Key job responsibilities
* Lead our robotics go-to-market initiatives by building, orchestrating, and scaling GTM motions for sales, marketing, partner, product, and professional services teams to accelerate adoption use of AWS services for robotics use cases.
* Drive and execute on delivering market intelligence and customer insights for enterprise robotics, embodied AI, simulation and machine learning workloads.
* Leverage your deep robotics domain expertise to create best in class field enablement and sales strategy
* Support field teams in solution building for high priority enterprise and startup customers.
* Bring market signals back to product teams to drive innovation on AWS product roadmaps.
* Own reporting and planning cadences to AWS executives on GTM plan execution.
* Develop long-term strategic partnerships in support of our key markets
* Demonstrate thought leadership and be able to credibly represent AWS at industry events, conferences, symposiums, and other events
BASIC QUALIFICATIONS
- 5+ years experience related to business development, management consulting, strategic partnerships, enterprise sales, technology development, or program/product management experience.
- 2+ years of working experience developing and deploying robotic applications for industrial and enterprise customers.
- Understanding of robotic concepts such as perception, planning, controls and artificial intelligence concepts such as Generative AI, embodied AI, agents.
- Domain knowledge in one or more industries such as automotive, power & utilities, renewable energy, health care, life sciences, or other industry which benefits from robotics.
- Experience building and executing Go-To-Market (GTM) initiatives that scale across an organization, demonstrating ability to work effectively across internal stakeholders in a matrix environment.
- Experience speaking at technology conferences, as well as communicating across the organization from technical staff to VP/CxOs.
PREFERRED QUALIFICATIONS
- M.S., PhD, MBA or other higher degree in a business or technical field
- Deep understanding of operational technologies, industrial automation and proven expertise in the space.
- Experience with using robotics technologies in industrial use cases, integrations with OT systems, digital twins.
- Deep understanding of cutting edge Generative AI, embodied AI concepts.
- Exceptional interpersonal and communication (both written and verbal) skills with experience communicating to technical and non-technical audiences.
- Established track record of credibility as a technology advisor with customer executives (e.g. CEO, COO, CIO, CTO, CMO) and Line of Business Leaders.
- Deep understanding of cloud technologies, including public and hybrid cloud platforms.
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.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/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.