Solution Lead, Strategic Pursuits

Job Type:Full Time
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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 Australian enterprises like National Australia Bank, Qantas, Atlassian, Fairfax Media and Origin Energy. We help global and local enterprises to use cloud to remediate their legacy technology and build new innovative businesses.

ANZ Strategic Pursuits Team engages with selected enterprise customers on strategic opportunities, delivering market-moving engagements predicated on exceptional customer business outcomes. They will use a consultative 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 Solution Lead will own the solution design and operationalisation within a small number of strategic pursuits. The successful candidate brings a balanced skillset (technical, consulting, change management skills) and has deep experience in delivering technology-led transformational change within large, complex enterprises. They understand the interplay between the technical solution design, delivery partnering, and operating model. They understand the importance of talent and enablement in delivering change. They speak the language of the CIO and CTO, quickly grasps the unique challenges of an enterprise regardless of industry, and can frame the distinctive value of AWS in the specific context of the customer.


  • Working backwards from customer business outcomes, build compelling multi-pronged transformational proposals demonstrating distinctive value provided by AWS
  • Elevate conversations with enterprise customers, become trusted advisor of C-level stakeholders in technology domains
  • Design overall solution architecture, including recommendations on technical design, selection of AWS and third party services, technical integration of ISV and SI solutions
  • Scope and deliver PoCs and pilots to deliver proof points to support business cases and momentum for change
  • Design and deliver enablement programs to build momentum for change and build customer in-house skills
  • Build grassroots and C-level appreciation for the distinctive value provided by AWS technology
  • Own and orchestrate stakeholder engagement from grass root to executive level within technology domain
  • Provide customer specific recommendations on delivery model, operating model, and organization & change implications of adopting AWS at scale
  • Orchestrate and supervise delivery teams from AWS Professional Services, AWS Training & Certification, partners, and customer’s own organization during proposal and pilot phase
  • Escalate appropriately within AWS, partner, and customer organizations to deliver pursuits to plan
  • Engage AWS Service Teams on technical and service availability matters


  • 10+ years of experience in technology, consulting, or other related fields
  • Experience in business transformation / consulting programs, change and program management; and advising customer on people and process implications
  • Proven ability to earn trust of senior technology leaders (CIO & CTO level), and become their trusted advisor
  • Track record of scoping and delivering large scale (technology & business) change programs
  • Experience with deploying cloud / AWS to deliver business outcomes
  • Able to operate successfully in a lean, fast-paced, high growth organization
  • Strong verbal and written communications skills are a must, as well as the ability to work effectively and deliver results across cross-functional, remote and virtual teams
  • A keen sense of ownership, drive, and scrappiness is a must – this is a hands-on role
  • Bachelor’s degree in Computer Science, Mathematics, Business Administration, or related field


  • Experience as CIO, CTO, technical consulting partner (or similar roles) in building high-performing enterprise technology organisations
  • Experience launching new products / features in technology delivery or business owner capacity
  • Prior experience working in or with cloud service providers, SaaS providers, managed service providers