Cloud Intelligence and Insights Leader, APJ Public Sector

Last updated an hour ago
Location:Sydney
Job Type:Full Time

Are you comfortable making decisions that analyze market data, product features and business terms to develop recommendations that represent a win-win for all parties? Can you take complex scenarios and simplify them down to the essentials, crafting an elegant approach that drives customer adoption and revenue growth.
Amazon Web Services (AWS) is looking for an accomplished Business Development professional to play a big role within the Business Development team to drive broader & deeper adoption and optimal use of and experience with AWS services by evangelizing AWS services, actively engaging key customer and partners, closely tracking market trends to identify and pursue new opportunities as also consolidate our existing market position in the APJ Region.
You will have the exciting opportunity to help shape and deliver on a strategy for using market intelligence and insights to programmatically scale AWS’s cloud computing business. Your responsibilities will include working directly with customers and partners and supporting the AWS’s Marketing, BD and products teams to help win competitive cloud engagements. You will serve as an expert resource on knowledge of cloud, IT applications and infrastructures, working with our customers and field teams to understand the benefits of migrating to AWS cloud. When necessary, you will bring in other AWS resources to help the customers properly evaluate their options. This would also require driving the necessary business and technical relationships with customers and partners as also actively tracking market trends with respect to cloud computing and the broader IT market in general.
The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and 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 keen sense of ownership, drive, and scrappiness is a must.
Roles & Responsibilities

  • Serve as a key member of the APJ Business Development team in helping to drive overall AWS market and technical strategy as it relates to AWS services

  • Develop and execute strategic business development plans and related campaigns with respect to AWS’s GTM plans and market strategy while working with key internal stakeholders (e.g. account, business development, solution architecture, channels and support teams)

  • Actively track market trends with respect to cloud computing and the broader IT market in general (technologies, key providers & their offerings/use cases/strengths & weaknesses/programs, commercials, market size & opportunity) and develop and execute plans to pursue new opportunities as also consolidate AWS’s existing market position

  • Work closely with key customers of AWS to ensure they are successful using a broad set of AWS services, have the technical resources & support required and to optimize their AWS experience

  • Work with AWS Sales, AWS’s BD and Marketing teams, drive proactive competitive intelligence conversations and sales messaging with our customers

  • Understand the business and technical requirements of our customers and partners and determine how their needs can best be met by AWS cloud.

  • Create a repository of Cloud Intelligence cases studies and conversations to share learnings with all parts of AWS

  • Serve as a key source of market insights into how our customers view the benefits of using AWS cloud relative to the broader Cloud Computing market

  • Handle a high volume of engagements and the fast pace of the cloud computing market

  • Work actively with key customers of AWS to optimize their AWS Services and overall technology spends

  • Support the account teams to develop and execute their account plans (enterprise, startup and SMB) within AWS

  • Prepare and give business reviews to the senior management team of AWS, regarding progress made and roadblocks being faced

  • Understand and exploit the use of salesforce.com and other internal Amazon systems

  • Basic technical knowledge with respect to database systems, core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, content delivery networks (CDNs) etc. with ability to go deep enough on technical aspects to understand Amazon Web Services offerings, customer requirements and market trends


    BASIC QUALIFICATIONS

Basic qualifications
  • 10+ years of solid business development experience with respect to technology services and/or products with a leading technology services/products/consulting organization
  • Strong account management (Enterprise, SMB and startup) and solution selling experience
  • Good experience, understanding and insights of cloud computing and the broader IT market (segments, technologies, key trends, key product/service providers, their offerings, use cases, strengths & weaknesses, commercials, market size & opportunity)
  • 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
  • Strong verbal and written communications skills are a must, as well as leadership skills
  • Demonstrated ability to work effectively across internal and external organizations including across geographies is key


    PREFERRED QUALIFICATIONS

Preferred qualifications
  • Experience working with a technology consulting organization
• MBA or equivalent relevant business experience