APJ Commercial Lead - Executive Engagements - Melb or Syd

Last updated an hour ago
Job Type:Full Time

AWS is one of Amazon’s fastest growing businesses, servicing customers in more than 190 countries, reshaping the way global enterprises consume information technology and powering the developers who are building the next generation of global industry leaders. AWS customers include some of the most innovative startups like Netflix, Pinterest, Spotify, Airbnb, and Instagram as well as some of the largest global enterprises like Shell International, Unilever, Hitachi, Sharp, Bristol-Myers Squibb, and Samsung. We help global and local enterprises to use cloud to remediate their legacy technology and build new innovative businesses.

The APJ Executive Engagements Team engages with selected Enterprise customers on strategic opportunities, delivering market-moving engagements predicated on exceptional customer business outcomes. They will use a consultative sales approach, resulting in a multi-dimensional business case demonstrating the distinctive business value of AWS, a strong board-level customer commitment, and compelling commercials and delivery model.

The Commercial Lead will support a small number of Executive Engagements, owning the (financial) business case and commercial constructs. The successful candidate has a deep experience in building and selling financial business cases to large, complex enterprises led by business outcomes. S/he speaks the language of business executives and finance professionals, and can frame the distinctive financial value provided by AWS regardless of industry in the specific context of the customer. S/he understands how to educate finance, procurement, and business professionals on the AWS commercial model, and can creatively structure commercial constructs to address specific customer needs.

  • Working backwards from customer business outcomes, create compelling multi-dimensional business cases demonstrating distinctive value provided by AWS, aligned with customer business strategy
  • Engage key decision makers in finance & procurement, earning trust through quality questions, understanding their models, priorities and decision-making process
  • Educate finance, procurement, technology and business leaders on the distinctive value of AWS platform and commercial model
  • Model customer’s financial business case, including quantification of business benefits, expected TCO of proposed solution, investments required, and impact on financial accounting
  • Working in an ambiguous environment, translate desired customer business outcomes into concrete financial metrics and outcomes
  • Create and deliver compelling customer presentations on (financial) business case and commercials


  • Extensive experience in consulting, finance, business development, or other related fields
  • Exceptional analytical skills, strong financial and commercial acumen; fluent in financial vocabulary
  • Experienced in building large scale, complex, multi-dimensional business cases
  • Strong experience communicating and presenting business case outcomes and next steps to an executive audience, earning trust in the process
  • Experience operating within APJ context (Japan, Korea, ASEAN, ANZ and/or India)
  • Willingness to travel and to do out of hours work as this is an APJ role


  • Prior experience working in or with cloud service providers, SaaS providers, managed service providers
• APJ language skills of either Japanese or Korean ideal but not mandatory
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