Head of Start-Up Partnerships - APJ, APJ Partner Management

Head of Start-Up Partnerships - APJ, APJ Partner Management

DESCRIPTION

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

The APJ Start-Up (SUP) customer segment represents a significant opportunity for AWS, and we are looking for a new Single-Threaded Owner (STO) to help us drive a non-linear growth with SUP customers in APJ through Partnering with AWS.

As a member of the APJ OnePartner LT, reporting directly to Chris Casey, this proven leader of leaders will be responsible for all aspects of the Partnering motion for SUP customers across Asia-Pacific and Japan including;

1. "Sell-with" motions for strategic software SUPs in APJ who are looking for Go-To-Market support from AWS.
2. SUP focused Partner Development Specialists who will be accountable for ensuring SUP customers are in relevant partner plans of existing PDM managed partners, and for building capability with SUP-focused partners not already managed by PDMs.
3. "Sell-to" SUP customers, leading the Partner Sales builders who are responsible for finding the right partner who has the capability and capacity to service APJ SUP customers.

• Deep interlock and alignment with the APJ SUP sales, Worldwide Specialist Organization (WWSO), team and Area/Country based AGS & APO teams across prioritization, knowledge sharing, and accountability mechanisms with both internal and external stakeholders.
• Lead a team of professionals operating across 5 Areas in APJ who bring high levels of subject matter expertise in SUP customers business needs.
• Strong organizational change leadership.
• Represent AWS and participate in industry and partner events to deliver thought leadership on how AWS builds and enables SUPs across APJ.
• A proactive and visibly inclusive leader who is able to account for the diverse cultural nuances across the countries that make up APJ and bridge those to global mindsets & priorities.
• The candidate must be an excellent communicator who can influence, build credibility, and articulate recommendations to senior executives.
• Ability to easily transition from high level strategic thinking to creative and detailed execution.
• Demonstrated ability to lead others independently and autonomously in a highly ambiguous environment.
• Ability to move fast and think outside of the box.

• 10+ years of building and leading large teams and working in matrixed operating structures experience
• Bachelor's degree or equivalent
• Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
• Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent

• 10+ years of managing and developing high performance teams experience
• Experience building and leading large teams and have worked in matrixed operating structures
• Experience in leadership roles in sales operations, sales strategy, finance, business development, or other related fields
• Experience managing and developing high performance teams
• Experience supporting market and insights related to cloud computing and IT or equivalent