Job ID: 2829581 | Amazon Web Services Australia Pty LtdAmazon Web Services (AWS) is the pioneer and recognized leader in Cloud Computing. Our web services provide a platform for 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 2000 companies in financial services, pharmaceuticals, and technology.AWS customers look for ways to improve their deployment of AWS via excellent customer experience, and often times want to augment their cloud deployments with sophisticated new capabilities. While doing so they also want to reduce complexity and costs, and this is done by transforming their operational and financial business models. A new service, called AWS Managed Services (AMS), is focused on helping accelerate Global 2000 Enterprise adoption of cloud services by providing a service that automates and helps them operate their infrastructure services on AWS in a secure, compliant, and scalable posture.AWS is seeking a GTM Specialist (GTMS) for AWS Managed Services (AMS) that will provide customers with a suite of capabilities needed to transition existing IT workloads to AWS. The GTMS will be responsible for identifying appropriate AMS solutions for AWS customers, by providing in-depth business and technology expertise. The GTMS will be responsible for managing the pipeline for new opportunities, helping more customers to leverage AMS capabilities, which thereby will enable AWS customers to transform their deployment of AWS. The GTMS will work closely with AWS field and partner teams to position the service for customers, and provide guidance on the value proposition and benefit those customers can achieve.In addition, you will define a process that the organization will follow to manage customer/partner engagements that require AMS. You will synthesize information gathered from these engagements into succinct findings, derive strategic insights, and persuasively communicate findings and perspectives to product and support teams, including senior management. You will track and prioritize engagements that would benefit from AMS, and collaborate and coordinate cross-functional teams around these engagements where appropriate. You will work closely with Business Practices and Economics team to establish programmatic ways to drive more scale of adoption via constructs and a nomenclature (e.g. ITIL) that make sense for Enterprise customers and the business.The ideal candidate will possess a business and IT background that enables them to drive an engagement and interact at the highest levels of large Enterprises. The candidate will have the technical depth and business experience to easily communicate the benefits of computing to IT architects, engineering teams, and C-Level executives. The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses. The ideal candidate will also be deeply familiar with complex legacy IT environments, ITSM and Enterprise applications, ITIL, and has done market analysis, deal construction, business operations, and has a background that enables them to create scalable programs that apply holistic approaches.Key job responsibilitiesProspects new opportunities within AWS's existing base or net-new accounts.Engages with enterprise customers.Exhibits proactive ability and is very astute in setting customer discussions via AWS field and partner teams.Comfortable managing the adoption cycle of an opportunity and will partner with various teams to help develop and propose new business.Drives field and partner readiness.Engages in senior level customer meetings to discuss customer's business issues and explores how the new Enterprise can help address and resolve these issues.Serves as an evangelist for AMS within AWS, and externally.Develops a standard market intelligence framework and dynamic analytic model to be utilized by the AWS Field, GTM and marketing teams.Bring the various stakeholders together to help build collective mind-share in augmenting the AMS offer.Establish ways to measure and track metrics related to adoption of AMS, and to make improvements to the approach based on those measurements.Prepare and give business reviews to the senior management team regarding progress and metrics.Handle a high volume of engagements and the fast pace of the computing market.BASIC QUALIFICATIONSExperience developing strategies that influence leadership decisions at the organizational level.Experience managing programs across cross functional teams, building processes and coordinating release schedules.Bachelor's degree.10+ years of developing, negotiating and executing business agreements experience.Must have solid negotiation skills, and business and financial acumen.Experience with computing and or related fields (IT, software, etc).PREFERRED QUALIFICATIONSMBA.Experience interpreting data, making business recommendations and driving adoption of managed infrastructure services.Strong verbal and written communications skills.Demonstrated ability to work effectively across internal and external organizations.Significant business development, strategic partnerships, or program/product management experience.Acknowledgement of country:In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.IDE statement: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, disability, age, or other legally protected attributes.
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