Job Description

DESCRIPTION

Job summary
Amazon Web Services (AWS) is proud to be the pioneer and widely recognized leader in Cloud Computing. Our web services provide IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in industries such as financial services, pharmaceuticals, and high technology.

AWS and SAP have been collaborating since SAP became a customer in 2008. Together, we have certified AWS to support most SAP solutions, brought purpose built EC2 instances to market to support SAP customer needs, and helped SAP leverage AWS services to power a number of their SaaS and PaaS offerings like Concur, SuccessFactors (for government agencies), HANA Enterprise Cloud (HEC), and SCP. AWS has been supporting SAP workloads for customers longer than any other cloud provider (since 2011), has more customers (5,000+ across all segments) than any other cloud provider, is certified to support the largest public cloud (native) SAP S/4HANA (48TB) and BW/4HANA (100TB) deployments, and has more SAP HANA cloud native certifications than other cloud providers.

The SAP on AWS team engages SAP enterprise customers through two routes to market (RTM): the AWS field and the AWS partner ecosystem. We are seeking an accomplished leader to build out a high performing GTM team in APJ. The leader will own the overall performance of the APJ business measured by revenue growth, net new customers, and reference wins. The successful candidate will have overachieved throughout their career and built strong, deep relationships with F1000 and/or G2000 organizations. This leader will have a broad role - part market maker, part operator and part general manager - and will build a strategy focused on winning new customer segments and growing existing customer segments for the long term. As a self-starter willing to operate in a multifaceted way, you should also have experience in market development of cloud infrastructure and/or enterprise applications. The right candidate must possess top of the line leadership skills with the ability to execute on key business initiatives. The role will require working with the overall ecosystem to help secure lighthouse customers for new use cases, drive top-line revenue for new services, and develop strategic partnerships. This is an exciting opportunity to drive the go-to-market definition and execution of AWS's strategy for SAP on AWS in APJ.

Key job responsibilities

• Drive strategic SAP enterprise workloads to deepen business and technical relationships with customers and partners
• Build high-performing teams of sales experts
• Develop mechanisms to establish new business in target market segments and enable the field organization to drive the day-to-day interactions that identify prospects for long-term business opportunities
• Focus on scaling Oracle on AWS, scaling existing AWS services, delivering workload/solution specific domain expertise to the broader field organization, and developing repeatable, packaged solutions to solve customer challenges
• As the voice of the customer, your findings will influence product teams to help them evolve the products and address issues, concerns, and requests from the field; To be successful, you will need to analyze and determine key customer insights from business drivers, market trends and customer feedback, and operating metrics.
• Establish clear goals for your team, including quotas
• Ensure that your team is managing opportunities effectively throughout the sales cycle and practicing good pipeline hygiene
• Plan and allocate for the best use of team resources in order to meet goals and quotas.

About the team
Inclusive Team Culture

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon's culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

Work/Life Balance

Our team puts a high value on work-life balance. It isn't about how many hours you spend at home or at work; it's about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to life-long happiness and fulfillment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.

Mentorship & Career Growth

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we're building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded professional and enable them to take on more complex tasks in the future.

BASIC QUALIFICATIONS

• Bachelor's degree
• Leadership experience in a customer-facing role in the technology industry

PREFERRED QUALIFICATIONS

• 10+ years of experience in sales/sales management in infrastructure or cloud technology
• MBA/Technical Master's Degree
• Commitment to promoting a diverse and inclusive culture where all Amazonians and customers are able to participate fully, and enjoy respect and dignity
• Exceptional people-management skills; able to inspire and foster the right behaviors in others through leading by example (Player/Coach)
• Experience leading a direct or indirect account team with proven results
• Ability to motivate, encourage and coach others to develop strong relationship building and sales skills
• Building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
• Experience working with new product/service development teams and their outbound functions
• Track record of building rapport with senior customer executives (e.g. CEO, CIO, CTO), building close relationships, and closing large revenue accounts
• Experience and success in negotiating complex deals with customers and partners.
• You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer
• Motivated self-starter, proactive and action-oriented Strategic problem solving and collaboration skills
• Prior experience growing SAP S4/HANA or related businesses
• Strong verbal and written communications skills
• Proven ability to deliver results in a matrix organization (leveraging multiple functions and teams)