Job Description

• Bachelor’s degree or equivalent experience in Computer Science, Engineering, Mathematics or a related field
• 15+ years of experience in client interactions, including relationship management, deal structuring and commercial negotiation, including working with partners in a consortium
• 5+ years of experience driving businesses with >$100M in the Telco sector in sales, business development or partnering capacity
• Deep understanding of the Telco B2B landscape, including sales, provisioning, training and support
• Proven expertise at thought leadership, conceptualizing customer-centric solutions, convincing C-Level executives, line of business leaders, and having seen through successful Telco joint GTM businesses.

Job summary
Amazon Web Services (AWS) is a dynamic and rapidly growing business within Amazon and the leader in providing secure, reliable, scalable, and innovative cloud services that help businesses across the globe scale and grow. The AWS Telecom Business Development team is looking for a seasoned Telecom industry leader with experience in building and scaling successful businesses alongside Telecom service providers. This is a senior role, with an Asia-Pacific remit, to guide Telcos in accelerating their ability to serve customers across multiple market segments. You will help Telcos accelerate this journey by engaging with the customers' business and technology stakeholders to create a compelling vision accelerated by AWS’ 200+ services and a growing ecosystem of partner solutions across industries.

This role may be located in Sydney or Singapore, and will strive to create alignment among customer stakeholders, assist in transformation at the most senior levels and drive a tangible, executable vision to deliver joint business success. This leader will operate effectively at multiple levels of the organization and can address concerns across C-suite executives, Sales/Specialist/Procurement leaders as well as established platform teams.

Areas of expertise will include most of the following:

• Creating long-term vision to support joint GTM journeys; establishing strategic agreements and follow through frameworks to execute on joint plans, driving top-line revenue growth in joint GTM motions
• Envisaging and developing new opportunities, with the combination of good business judgment, people skills, organization, and ambition.
• Execution of GTM strategy, planning and early market development efforts, including driving awareness, adoption and growth of offerings.
• Experience orchestrating a multi-stakeholder ecosystem (Service teams, Specialty Practices, Partners and Sales), using repeatable and reusable artifacts to ensure scalability and consistency in quality and outcomes
• Experience influencing and leading the production of scalable frameworks, methods, and best practices that deliver prescriptive guidance to sellers and customers across regions and practices;
• Enabling and leading teams to effectively prioritize, develop and deliver new and reusable assets that differentiate the portfolio; ensuring the impact of these new assets is measurable and positively impacts the targeted customer base in the time frame supported by the market opportunity.

Key job responsibilities

• Represent the AWS telecom strategy and be the leading voice for AWS telecom-focused solutions. Leverage worldwide programs, campaigns and work closely with the wider AWS business development, product management, marketing, solutions architecture, partner and professional services teams while thinking strategically about business, product, and technical challenges
• Market analysis across customer segments and industry sub-verticals across the value chain to create an opportunity heatmap.
• Innovate across AWS, Amazon and partner community to develop solutions relevant to APJ Telcos. This includes sell-to solutions, sell-through offers with a clear value exchange between the organizations.
• Sponsor, drive and coordinate a community of Telco focused Builders and Sellers, driving consistency across existing use cases, innovation and new use cases, all underscored by a common commercial value proposition, with cross-pollination internally and externally
• Translate AWS-powered solutions into a clear business outcome for Customers and a value exchange for Partners
• Drive a consistent engagement methodology across APJ Telcos with standardized metrics, measures and mechanisms.
• Work with Geo level and Country management (Sales, Partner), and AWS account teams in a highly collaborative operating model to help develop pipeline specific to the Telcos
• Liaise with the Telcos’ field sales organization, channels and end customers to help create and drive revenue opportunities for AWS
• Create awareness and drive revenue growth leveraging AWS programs and be able to articulate the business benefits (including applicable rebates & incentives) to drive profitable offerings.
• Coordinate and consolidate market insights for Telco centric offers across the region in an active feedback loop with wider stakeholders.
• Thought leadership in owning and driving commercial offer structuring.
• Assistance during contract negotiations for strategic agreements

• Masters in Computer Science, Engineering, Mathematics, or applicable field, or MBA • Experience creating and executing organizational change management strategies as part of a larger transformation • Experience in adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs. • Strong commercial know-how including real-world experience through Telco+Cloud GTM. • Program oversight experience in a Sales / Business Development capacity, including planning, prioritization, successful project completion and maintaining a focus on high standards and quality across own organization and partners