Anz Gtm Lead, Anz Specialist Team - Sydney, Australia - Amazon Web Services Australia Pty Ltd

Amazon Web Services Australia Pty Ltd
Amazon Web Services Australia Pty Ltd
Verified Company
Sydney, Australia

4 weeks ago

Olivia Brown

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Olivia Brown

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Description
Experience developing strategies that influence leadership decisions at the organizational level

  • Experience in developing, negotiating and executing business agreements
  • Experience influencing internal and external stakeholders
  • 10+ years of building and leading large teams and working in matrixed operating structures experience
About Amazon Web Services

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small


The ANZ Go-to-Market (GTM) Leader leads teams of business development specialists across programs and topics that inspire our ANZ commercial customers.

Their teams work in partnership with the local sales team to accelerate adoption of AWS cloud across services, solutions and AWS offerings.

This is a critical role reporting directly to the ANZ Specialist Leader, developing and implementing the plan for ANZ and the prioritization of BD resource investments and the GTM plans for current and future business development programs.

This team currently leads two flagship business development programs and teams with high impact for the ANZ business; The Migration Acceleration Program (MAP) team, who help customers accelerate their large scale migration in to AWS, and generate in excess of $180m in forward committed large scale migration ARR growing at more than 20% per anum, and the Innovation Program (IP) team who educate and inspire customers with our Culture of Innovation, and lead customers through our Working Backwards process to define and prioritise how they will address some of their most impactful business and customer challenges.

The ANZ GTM Leader also plays a key role in connecting our Specialist teams across the three domains of Core Services & Advanced Computing, Enterprise Aplications and Migration and Modernisation, and Data & AI to simplify how customers and our field teams access their specialist knowledge.

AWS is looking for an accomplished leader with experience across product, business, and technology who has worked with large Enterprises and high-growth organizations to accelerate their cloud-native journey for the role of ANZ GTM Leader.

As the leader, you will have S-team goal responsibility for the team of business development specialists, who are an important feedback ingestion point from customers, and evolve the MAP and IP programs, as well as identifying the need for new programs at AWS.

You will lead business development discussions with C-suite executives at our customers and partners.

You play a critical role in taking the voice of the customer and sharing it back to the ANZ leadership and WW program team leadership to ensure customer feedback is amplified to effectively influence our technology roadmaps and Go-To-Market strategy.

This role will contribute to the overall performance of the business globally measured by revenue growth, net new customers, and product and service influence.

You will have had experience as a people leader at Amazon, hiring and developing new and tenured team members. You will have overachieved throughout your career and built strong, deep relationships with F1000 and/or G2000 organizations.

Key job responsibilities

  • Interact at the CxO level, as well as developers and technical architects, to develop pipeline, secure lighthouse customers, drive topline revenue, and explore strategic partnerships.
  • Build, manage, and grow the MAP and Innovation Programs, setting and attaining ANZ and Steam goals in ANZ with your teams support.
  • Develop and deploy programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels. Gotomarket elements may include consultative workshops, sales/partner/customer enablement, solutions blueprints, customer proposal and offer development, internal and external collateral, Proofs of Concept (POC), incentives, target customers, and success measures.
  • Create & articulate compelling value propositions that address the specific needs of your customers.
  • Accelerate customer adoption through welldeveloped sales engagements and successful GTM Strategy.
  • Drive revenue and market share by developing develop and executing goals to drive long term alignment with the ANZ Specialist Domain leaders and ANZ Commercial Sales Segment Leaders.
  • Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies by defining and driving operational processes
A day in the life

Meet with customers and account managers for ANZ's most strategic customers to help them understand how to get started accelerating innovation and modernisation with our program teams.

Review account plans for strategic customers, and lead pipeline review calls for Innovation and large scale migration invesments. Share updates on the business with customer segment leaders.

About the team
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