Head of Business Value

Last updated an hour ago
Job Type:Full Time

Are you a commercially minded, data-led person who is passionate about simplifying complexity and inventing on behalf of customers? Would you like to be responsible for accelerating time to value for our customers by increasing adoption of cutting edge services from Amazon Web Services (AWS)? Are you a builder who has a thirst for knowledge and is equally adept at solving complex commercial problems and presenting a compelling C-level presentation to a prospective customer? Do you have the business savvy and the technical background necessary to continue to establish AWS in Australia and New Zealand (ANZ) as a key technology platform provider?

We have an exciting opportunity in our ANZ business to head up our Cloud Economics Team. The Cloud Economics Team plays an integral role for our customers in shaping the information technology strategies and financial models, and quantify the benefits of running applications in the cloud. As part of this role, you will have the opportunity to:

  • Lead a dynamic team that is at the forefront of thought leadership and commercial analysis in the cloud computing space
  • Operate at the intersection of the latest technology and how this translates to business outcomes for our customers
  • Play a key role in accelerating the Cloud migration journey for our customers through strong senior executive engagement, backed up by detailed quantitative and qualitative analysis.
  • Identify economic barriers to adoption of AWS Cloud with these customers and develop repeatable strategies to overcome these barriers.
  • Work with partners and other channel groups to give customers the best insights into how to run their applications on AWS cloud, in the most cost effective manner
  • Communicate the economic value proposition for AWS cloud to a broad audience of IT, business & finance leaders.
  • Enable the broader AWS ANZ field organization understand how to build the increased business value of AWS into their account plans and sales strategy.
  • Serve as focal point for all business value, TCO, ROI, business case and financial discussions with our customers and partners.
    The ideal candidate will possess a business background, with a strong understanding of sales operations and financial processes, combined with the technical depth, business experience and financial understanding to easily communicate the economic benefits of cloud computing. The candidate will also be deeply familiar with complex legacy IT environments, quantifying and developing business cases to justify large scale technology investments and creating detailed cost models for these environments.

    In addition to the day to day running of the team, your responsibilities will include driving business case, value analysis and ROI related BD activities within AWS as well as supporting the ANZ Sales organization, Marketing, BD and Partner teams on ROI/economic related customer and partner engagements. You will engage directly with our customer's CFOs and their organization to understand the impact of cloud on the business case and funding decisions. In appropriate cases you will bring in other AWS resources as necessary to help our customers properly evaluate their IT options from an economic perspective.

  • Serve as a key member of the Business Development team in helping to drive engagements with our customers regarding the economics of their IT infrastructure.
  • Build a structured, repeatable program to identify, upskill and launch partners with strong commercial capability, thus creating non-linear scale in the Cloud Economics function
  • Serve as a central resource for AWS Partners to help our customers create appropriately detailed financial models for their current and future IT landscape.
  • Lead market insights into how our customers view the economic benefit of using AWS relative to deploying applications on-premise or in traditional data centers
  • Create a repository of cloud economics assets and cases studies to share learnings and benchmark data within the AWS team and with our partners
  • Work with internal stakeholders to communicate market realities regarding the economics of running IT applications and infrastructures in the cloud


  • Experience in business development, IT operations, management consulting, financial advisory or start up experience.
  • Business case development, financial modeling and formulation of large scale technology investments
  • Demonstrated ability to work effectively across internal and external organizations, including sales, marketing, business development and training.
  • Ability to work effectively and deliver results across cross-functional, remote and virtual teams
  • People management, ideally having built and developed great teams


  • Prior experience working with senior executives (both IT and Finance), IT outsourcing vendors and cloud service providers to develop implementation options for on-premise, remote virtualized and cloud IT Infrastructure
  • Prior experience working in the IT industry is highly desired, either as a vendor, consultant or as an enterprise customer.
• Some relevant technical knowledge is helpful, such as: enterprise systems, database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, etc.