Principal GTM Specialist - End User Computing, APJ

Last updated 1 hours ago
Job Type:Full Time

Would you like to be part of a team focused on increasing the adoption of Amazon End User Computing services working on World Wide Public Sector accounts in the Asia Pacific and Japan. WorkSpaces, AppStream 2.0, WorkDocs and WorkLink make-up the AWS managed service platform for End User Computing based in the Amazon cloud. Amazon WorkSpaces, AppStream 2.0, WorkDocs and WorkLink enables customers to easily provision cloud-based desktops, applications and document collaboration that allows end-users to access their desktop resources with the device of their choice. Native end-user clients are available for Windows, Android, Linux, MAC, iPads, Android tablets, Chromebooks, and zero clients. With a few clicks in the AWS Management Console, customers can provision a high-quality cloud end-user experience for any number of users at a cost that is highly competitive with traditional desktops and half the cost of most virtual desktop infrastructure (VDI) solutions. This is a unique opportunity to be part of an exciting fast-paced business that promises to be a unique game changer in the web services arena.

The ideal candidate will possess a proven track record and background that enables them to lead a new market development efforts that will include teaming with AWS Service Product Managers, Solutions Architects, Training, Sales, Partners and engagements at the CxO level within the largest/strategic AWS accounts. The successful candidate will also possess a business background that enables them to drive specific engagement and interaction at the CxO/VP level, as well as a technical understanding that enables them to easily interact with developers and technical architects. The candidate 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. A track record of helping establish new business via focused incubation mechanisms and then broad partnerships will be important for this role.

You will have launched and incubated the market and business development of cloud computing services, be a self-starter, and be willing operate both tactically and strategically. As a key team member in this fast growing, exciting space you will have the opportunity to help lead the early market development efforts for new offerings, to establish wins with lighthouse customers, and as the business grows to shape the future of our category.

  • Create go-to-market strategies across Public Sector Asia Pacific & Japan
  • Launch and incubate new markets
  • Create & articulate compelling value propositions around the use of AWS desktop solutions such as WorkSpaces, AppStream, WorkDocs and WorkLink.
  • Identify early adopters who can help influence the direction, feature set, and pricing of the product, and then drive lighthouse customer wins in specific market segments.
  • Create a strong partnership with sales and drive sales pipeline focused on driving revenue, adoption, and market penetration.
  • Work with partners to extend reach & drive adoption.
  • Help close new business and add on business from new and existing accounts, develop referrals and references accounts by building long-term strategic relationships with key accounts.
  • Coordinate and participates in regional team meetings for education and product strategies.


Basic qualifications
  • 10+ years of business development, strategic partnerships, or program/product management experience
  • 5+ years selling technology, preferably cloud, hosted and managed services in technology industry
  • BA/BS degree.
  • 5 years of APAC experience.
  • A technical background in engineering or computer science is a plus.
  • Direct field experience in working with Large Enterprise or Public Sector accounts.
  • Direct field experience in selling VDI/DaaS products or services.
  • Proven track record of success driving adoption of new and disruptive technologies within Enterprise Accounts.
  • Experience in identifying, developing, negotiating, and closing large-scale technology deals.
  • Experience in positioning and selling technology in new customers and new market segments.
  • Translate customer business and technology priorities into technology solutions.
  • Proven track record of consistent territory growth and quota obtainment.
  • Meets/exceeds Amazon’s leadership principles requirements for this role.


Preferred qualifications
  • Proven track record of influencing product teams on product strategy and implementation, preferably in EUC and/or VDI solutions
  • Experience with cloud computing and or related fields (IT, software, etc)
  • Solid negotiation skills, and business and financial acumen
  • Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business
  • Ability to develop business justifications for cloud technology roadmap adoption including financial modeling and business transformation scenarios
  • Experience with, and detailed knowledge of the support market and insights related to cloud computing and IT
  • Strong verbal and written communications skills are a must, as well as leadership skills
• Demonstrated ability to work effectively across internal and external organizations is key
This role to be based in Australia. To service APAC and Japan - upto 50% travel will be required.