Migration Sales Specialist, ASEAN

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 AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

At Amazon Web Services (AWS) ASEAN, we're hiring Migrations Sales Specialists, who will be a Migration Sales Specialist across ASEAN on large scale customer opportunities, enabling our enterprise account teams and customers accelerate their cloud migration journey. As key member of the ASEAN Migrations growth team, a fast growing and exciting space, this leader will have the opportunity to help drive the growth and shape the future of a migration business within the Enterprise segment, having significant impact on our customers' business.

You will drive a cross functional team including business development, sales, solution architecture, partners, and professional services. You must be effective at working with senior customer and partner leadership to qualify, develop, and close deals with knowledge of migrating and modernising applications, and the methodologies that have been developed to reduce risk, and help achieve transformational outcomes. Your role will be focused on driving successful outcomes for customers; and in doing so, help support the development of IP and mechanisms which build repeatable and scalable engagements with our customers and partners.

The right candidate will have experience engaging enterprise customers together with services, technology and application partners on large scale transformation projects. They will have a customer-obsessed and collaborative approach, strong business understanding to provide confidence to customers and overcome objections, ability to shape business benefits through the business case, demonstrate a good understanding of cloud solutions, and a passion for helping customers transform using cloud technologies. The ideal candidate will have experience with cloud-related activities such as data center migrations, database management systems, infrastructure optimisation/modernisation and earning customer trust by helping to create a long-term strategy with the customer as part of their AWS partnership. She/he will be a self-starter, and will be willing operate both tactically and strategically.

Responsibilities will include driving revenue, adoption, and market penetration across ASEAN. The candidate will possess a sales background with a strong track record of performance and customer obsession to lead a deals teams and engagements at the CxO level, manage a regional sales pipeline, and lead sales efforts.

Key job responsibilities

1. Working backwards with customers from their business objectives and organisational future state to accelerate transformational change through migration and modernisation into the AWS platform.
2. Drive a cross functional team in large scale opportunity development and closing including building business cases, proposals and plans to help customers identify and realise business value outcomes.
3. Drive the evolution of IP and mechanisms to build scalable and repeatable customer engagements.
4. Work with sales and marketing to identify and execute strategies to build the funnel of opportunities including account planning and deal development.
5. Collaborate with industry and technical teams to expedite customer and partner requirements.
6. Conduct customer briefings, present at customer and marketing events, and other AWS thought leadership events.
7. Lead cadence with cross functional teams/stakeholders for pipeline and deal reviews and drive continuous improvement.
8. Periodically document and present results, insights, learnings and recommendations to executive leadership.

1. 7+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.
2. 10+ years of business development, partner development, sales or alliances management experience.

1. 5+ years of building profitable partner ecosystems experience.
2. Experience developing detailed go to market plans.