Job Details
Posted date: Nov 11, 2024
Location: Austin, TX
Estimated salary: $210,200
Range: $158,400 - $262,000
Description
Global Services (GS) plays a central role in our customers' transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers' end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support, Managed Services, and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses in commercial and public sectors across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact GS has on customers is as diverse as it is significant, helping them upskill their workforce, and land, operate, modernize, and transform their workloads on AWS, with value-add partners and security embedded throughout.The Head of Specialized Commercial Motions (SCM) is a global member of the GS Deals Engine (GSDE) organization, residing within GS Business Development (BD). The SCM is responsible for identifying and working backward from a diverse set of customer needs across global geographies in both Commercial and Public Sectors to build, experiment with, and launch new commercial pricing and solution deal levers that will successfully drive customer outcomes while meeting objectives and targets for growth of the business.
This individual will own specialized commercial GTM motions, targeting new, reignited, and lasting AWS and GS growth and adoption for greenfield to enterprise customers. The ideal SCM is an expert problem solver, using creativity, tenacity, and agility to troubleshoot, build, prove out, simplify, and scale commercial deal levers that unify disjointed sales motions, pricing, and solutions. The SCM is responsible to both act as an individual commercial deal lead to pilot pricing and specialized solution experiments as well as own programmatic GTM plays across all 5 GS BUs and hundreds of sellers and business development managers where specialized deals are fundamental vehicle to unlock customer growth and achieve AWS and GS business goals.
Key job responsibilities
- Build and experiment with commercial levers (pricing and solutions) to enable greater adoption of GS, AWS, and Amazon adoption.
- Launch commercial levers for use by broader business development and sales teams using specialized deals as an avenue to drive pan-GS, AWS, and Amazon adoption.
- Simplify the OneGS sales motion through the commercial and procurement process.
- Serve as GS commercial SME and build programs to empower both GSDE Deal Leads and cross-functional organizations to activate commercial solutions through OneGS opportunities.
- Build consistent mental models to evaluate how we will make deal investment decisions at individual BU, cross-GS, and Pan-Amazon level (where required).
- Grow effectiveness of commercial win-strategies and deal levers at both individual and collective GS level.
- Accelerate deal investment decision-making (demonstrating consistent, aligned application of deal review mental models).
- Increase incremental revenue won through OneGS commercial strategies and sales plays.
A day in the life
You will partner with leaders across Sales and GS GTM to unlock and grow GS business, the SCM engages when there is an unmet customer or business need that can be resolved through creation of new commercial deal levers. The SCM will partner with GTM teams on GS solution sell-through and executing deal investment & pricing strategies to enable a OneGS win strategy both at the individual and multi-deal level. You will collaborate across GS GTM teams including broader BD organizations, Sales, Product, Offerings, Finance, Legal, and Operations to negotiate, make trade-offs, and carve paths to enable success of the new GS GTM. This leader has a high aptitude for navigating ambiguity, a strong backbone to influence and negotiate with both internal and external stakeholders and customers, and the tenacity to carve pathways for the team, delivering short, mid, and long-term results.
The right candidate will have demonstrated experience leading complex pursuits & developing commercial strategies, with a superior track record of customer/deal wins at a technology products and services organization. Experience with AWS services and how various capabilities in GS help drive adoption of AWS will also be very helpful for a fast-start. The role will need a strong consulting/advisory background, analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable plans to deliver results at scale. The role will need to be 'right a lot', have bias for 'invent and simplify', and 'insist on the highest standards.' Demonstrated experience in BD, cross-functional stakeholder management and alignment, strong communications and influencing skills, a customer-obsessed, collaborative approach, and strong data/metrics bias is needed to be successful in this role.
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Qualifications
- Bachelor's degree- Experience developing strategies that influence leadership decisions at the organizational level
- 10+ years of relevant experience in GTM/BD/Sales/Product roles at a technology products/services company.
- 5+ years of experience in deal/commercial roles at a technology products/services company with demonstrated results.
Extended Qualifications
- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner- Experience selling to Fortune 1000 or Global 2000 organizations
- 7+ years of experience in deal/commercial roles at a technology products/services company with demonstrated results.
- Experience in global or world-wide roles, including international experiences.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
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