Pursuit Leader APJ, AWS Growth Initiatives, Global Business Innovation to Scale

Pursuit Leader APJ, AWS Growth Initiatives, Global Business Innovation to Scale

Would you like to be part of a team that is supporting the rapid growth of the Amazon Web Services (AWS) business? AWS is looking for an accomplished Pursuit Leader to lead the largest and most strategic migration pursuits in APJ and work with cross functional teams across AWS to support and execute deal shaping and approvals.

We are seeking a dynamic, entrepreneurial leader for the development, implementation and operationalization of scalable mechanisms to drive AWS growth and profitability. The Pursuit Leader will be responsible for Deal Pursuits, Deal Reviews, and Deal Funding for large migration opportunities.

The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses. They will have demonstrated abilities to influence AWS decision makers in an advisory approach through previous sales, major deals, or similar experience to progress decision making through deal shaping and approval. They are a self-starter who enjoys solving complex problems, works effectively with cross-functional counterparts and thrives in a fast-paced setting that is constantly evolving. Proving high judgement, strong capabilities to earn trust, think big, and being comfortable working in ambiguous, highly-visible situations is critical for this position.

A strong bias for action, strategic planning skills, quantitative analysis, and the ability to coordinate and deliver new initiatives across a highly-matrixed organization is essential.

Key job responsibilities

1. Drive the top/strategic deals in APJ; engage early with customer decision makers and account teams to shape account/deal strategies, and build strong value propositions, leveraging AWS funding/investments to win.
2. Establish/manage the key deal review mechanism, including win strategy, executive alignment, and deal shaping.
3. Coach enterprise account teams, structure complex deals and compelling proposals to best address business outcomes of our strategic customers holistically, allocating resources and investments, mitigating risk, driving growth and deal velocity.
4. Ensure investments and allocation of specialized resources meet compliance regulations and profitability guidelines.
5. Support escalations from sales leaders and cross functional area leads to drive effective conflict resolution and decision making with high level of accountability and judgement in fast-paced cycles, monitor progress, and facilitate rapid responses to customer and AWS Partners needs upon agreed SLAs.
6. Provide visibility and insights of blocked pipeline and friction points that inform executive leaders on opportunities to transform the organization to accelerate time to value for our strategic customers and AWS Partners.
7. Define and execute strategies to identify cohorts with high propensity to buy and support sellers to proactively engage.
8. Act as trusted advisor and thought leader to the cross-functional area leadership in the development of commercial strategy and deals structuring.
9. Assess deals patterns to understand the competitive landscape and identify insights for initiative and executive planning.
10. Build strong internal relationships with leaders and counterparts across Amazon's diverse set of businesses including Professional Services, AWS Partner Programs, Operations, Engineering, Legal, Finance, and senior management.
11. Define business requirements and processes to ensure appropriate mechanisms are in place to support sales operations, finance operations, reporting, funding operations management, allocation of specialized resources, weekly rhythm of the business, risk management and compliance.
12. Continuously iterate to improve efficiencies in the utilization of the resources of the team and key stakeholders to drive scale and simplification.

About the team

Diverse Experiences: AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS? Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture: AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth: We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance: We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Minimum Qualifications

1. Solid experience developing, negotiating and executing commercial agreements with cloud services, and influencing internal and external, technical and sales stakeholders, as well demonstrated success working across cross functional technical leaders, product teams, and business teams to drive customers business outcomes.
2. Understanding of the evaluation, procurement and implementation of complex enterprise solutions involving hyper cloud providers, professional services, third party services and ISV solutions.
3. Experience managing programs or projects at worldwide scale and developing strategies and presenting complex problems breaking them down into simple components that influence leadership decisions across multiple organizations.
4. Relevant experience leading cross-functional groups to structuring and negotiating complex agreements and leading cross functional groups to orchestrate and successfully complete deals.
5. Strong financial acumen with ability to analyze profitability of a long-term partnership and demonstrated ability to structure creative deal terms with high complexity solutions to address key business outcomes across various industries and priorities by line of business leaders.

- Master's degree, or MBA in business, operations, human resources, adult education, organizational development, instructional design or related field
- Experience working with cloud migration proposals
- Experience working with/for Systems Integrators or ISVs in the cloud landscape
- Experience leading data-driven analyses and influencing results
- Experience working cross-functionally in a multi-geo organization

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit here for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

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