This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.
AWS is on an expansion path with Hybrid Edge Portfolio to help customers address latency, data residency, AI training & inference needs.
We are looking for a lead GTM Specialist to cover EMEA region including MENAT for Hybrid Edge Portfolio which includes Outposts, Local Zones, Dedicated Local Zones and AI Factories.
Role requires an individual who embraces ownership and bias for action to drive large complex opportunities in a dynamic environment. This person needs to be able to work well in a matrix, cross functional setting, bringing together a broad variety of stakeholders to align on both strategic and tactical issues.
The ideal candidate has a strong background in GTM strategy and execution, with experience engaging senior customer stakeholders, building compelling value propositions, and driving cross-functional alignment across product, field, and partner teams. The candidate should have demonstrated success in leading GTM execution for emerging and/or complex solution offerings.
Key job responsibilities
1. Drive adoption of existing local zones and new local zones being launched.
2. Undertake a targeted approach to develop and manage a DLZ pipeline through Assessment and Qualification stages towards a pursue / no pursue decision by pertinent leadership.
3. Serve as the voice of the customer to influence roadmap planning that better position LZs & DLZs to meet latency, and digital sovereignty requirements
4. Work with AWS product marketing and service team to drive LZ, and DLZ messaging through digital, social, and event channels.
5. Track, measure, and report on GTM performance, pipeline health, and adoption metrics.
About the team
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.
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- Experience in developing, negotiating and executing business agreements
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- 10+ years of relevant GTM, Sales, or Consulting experience
- 10+ years of technology domain experience in application development leading teams delivering solutions at scale
- Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
- Experience negotiating complex deals with customers and partners or equivalent
- 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 in a matrix 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 and a Technical background in engineering, computer science, or MIS.
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