Senior GTM Specialist - AWS Managed Services, Japan, EAMM
DESCRIPTION
Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Enterprise Applications, Migration and Modernization (EAMM) or Managed Services 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) EAMM team as a Business Development Specialist!
Are you interested in helping customers move to AWS Managed Services (AMS)? Would you like to create and drive something from new in Japan? AMS helps customers adopt AWS at scale and operate more efficiently and securely. AMS leverages standard AWS services and offer guidance and execution of operational best practices with specialized automations, skills, and experience that are specific for each customer. AMS provides proactive, preventative, and detective capabilities that raise the operational bar and help reduce risk, and allows customers to focus on innovation.
Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS’ Managed Services for Japan. As a GTM Specialist, you will have an exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon’s cloud computing platform within multiple segments, including Enterprise and SMB. Your responsibilities will include helping to define key market segments to target, driving necessary business and technical relationships with customers to establish new business in those markets, and enabling the sales team to drive the day-to-day interactions with prospects in order to build business opportunity. You’ll also work closely with the product/service teams to help them evolve the products/services and address issues, concerns, and requests from the field, including Japanese language support for AMS. You will create the right GTM motions, sales plays, leverage partners, and build new initiatives that drive results for our customers.
このポジションは、市場開拓（Go-To-Market、GTM）のためのスペシャリスト チームの一員であり、日本における AWS のAMSの GTM 戦略をリードします。GTM スペシャリストとして様々な企業や、スタートアップ コミュニティなどを含む複数の分野でマインドシェアを高めつつ、Amazon のクラウドコンピューティングプラットフォームを幅広く利用していただくための戦略の策定と実行を行います。また、ターゲットとする主要な市場を定め、それらの市場で新しいビジネスを確立するために顧客やパートナーとビジネス上および技術上の関係を築くこと、そして営業チームがビジネスチャンスを構築するためのお客様との日々のやり取りを支援することに責任を持ちます。また、製品/サービスチームと緊密に連携して、製品/サービスを進化させ、且つお客様の課題、懸念、要求に対処できるよう支援します。市場開拓のための適切なモーションやセールスプレイの作成、パートナーとの協業、お客様に成果をもたらす新しいイニシアチブの構築を行います。お客様の目標に向けた支援を共にサポートするために AWS パートナーネットワークと密接に連携します。
The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and architects. She/He should also 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, and work cross-organizationally to build consensus.
候補者は、CxO/VPレベルでのエンゲージメントと良好な関係を築くことができるビジネスバックグラウンドと、ソフトウェア開発者やアーキテクトとやり取りできる技術的なバックグラウンドの両方を持つことが求められます。また、ビジネス、製品、および技術的な課題について戦略的かつ分析的に考える能力、説得力のある価値提案を構築して伝える能力、および組織全体で合意を形成する能力を備えていることが求められます。
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.
Key job responsibilities
• Own the GTM strategy and execution for EAMM / AWS Managed Services in Japan, collaborating with teams in the field including Sales, Partners, Marketing, and other Specialists.
• Leverage your deep expertise in Managed Services to understand the most important customer problems in your region and enable account aligned teams in the field to solve them.
• Lead cross-functional initiatives to expand markets/accounts, develop scalable programs to drive adoption, and identify new opportunities within your domain.
• Develop and execute goals to drive long term growth in your geography, while meeting/exceeding revenue and non-revenue driven KPI’s.
• Bring customer data and market signals back to Worldwide teams to ensure we are prioritizing the building of the right features and services for our customers.
• Delivering monthly/quarterly business reviews and operational planning documents for your respective tech domain and geography.
• Drive geographical scale through external partners; Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies.
A day in the life
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.
About the team
Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS’ Managed Services for Japan. We create sales plays, leverage partners, and build new initiatives that drive results for our customers. We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers’ goals. In emerging areas, we play a critical role as the “first in” teams to build markets for new services, domains, or solutions. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.
#AWSJAPAN
BASIC QUALIFICATIONS
- Japanese fluency, Business level English
- 7+ years of relevant GTM, Sales, or Consulting experience
- 5+ years of technology domain experience in Managed Services
PREFERRED QUALIFICATIONS
- 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.
- Experience and success in negotiating complex deals with customers and partners.
- Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing go-to-market growth initiatives and sales motions.
- Deep understanding of cloud technologies, including public and hybrid cloud platforms.
- Technical background in engineering, computer science, or MIS a plus.