Sr. Mgr. GTM Specialists, Core Services, ISV

6 months ago

Santa Clara, United States Amazon Web Services, Inc. Full time
Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, background in cloud computing and multiple technical domains such as edge, hybrid edge and hyper converged computing, HPC, networking, security, and IoT? Do you have the sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization (WWSO) Core Services NAMER team as a Sr. Manager of Go-to-Market Specialists focused on Independent Software Vendors (ISVs)

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which 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. We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture. As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS’ Core Services for Independent Software Vendors (ISVs) in North America (NAMER). We create sales plays, leverage partners, and build new initiatives that drive results for our customers. We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers’ goals. In emerging areas, we play a critical role as the “first in” teams to build markets for new services, domains, or solutions. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.

Key job responsibilities
Manage a team of GTM Specialists and indirectly lead Sales and Specialized Solutions Architects to solve problems for your customers/technology domain.
Interact at the CxO/VP level, as well as developers and technical architects, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
Develop and deploy sales motions and programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels.
Collaborate with the Service and Technical teams to create solutions that solve customer problems, including reference architectures, patterns, automation, release plan, etc.
Collaborate with Marketing to develop and align digital marketing campaigns to drive awareness and demand.

We are open to hiring candidates to work out of one of the following locations:

Santa Clara, CA, USA

BASIC QUALIFICATIONS

- 10+ years’ experience leading high performance teams in a matrixed environment
- 10+ years of relevant sales experience
- 7+ years of technology experience in technologies and domains such as cloud computing (EC2), Graviton, EC2 Spot Instances, Autoscaling, Security, Networking, Edge including CDN and WAF, hyper converged and hybrid edge computing, high performance computing (HPC) including batch platforms and job schedulers, and internet of things (IoT) covering connected devices in consumer and industrial devices.
- BA/BS degree required

PREFERRED QUALIFICATIONS

- Exceptional interpersonal and communication (both written and verbal) skills with both technical and non-technical audiences.
- Established track record of building rapport with customer executives (e.g. CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts, ideally across multiple industries.
- Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer.
- Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion. ·
- Deep understanding of cloud technologies, including public and hybrid cloud platforms.
- Technical background in engineering, computer science, or MIS a plus. ·
- Recognized industry expertise in primary discipline(s) with proven public speaking and media prowess.

  • Senior Manager of Go-to-Market Specialists, Core Services, ISV

    1 month ago

    Santa Clara, California, United States Amazon Web Services, Inc. Full time

    Cloud Computing Strategist for ISV SolutionsAs a Senior Manager of Go-to-Market Specialists, you will lead the GTM strategy for AWS' Core Services for Independent Software Vendors (ISVs) in North America. You will develop and deploy sales motions and programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels. You will...

  • Sr. GTM Specialist Solution Architect, Hybrid Edge, Enterprise, WWSO Core Services GTM

    1 month ago

    Santa Clara, United States Amazon Web Services, Inc. Full time

    Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Hybrid Edge background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization...

  • ISV Program Manager for Strategic Market Development

    4 weeks ago

    Santa Clara, California, United States Advanced Micro Devices , Inc. Full time

    Transforming Lives with AMD TechnologyWe are committed to enriching our industry, communities, and the world through the power of AMD technology. Our mission is to build innovative products that accelerate next-generation computing experiences, driving progress in the data center, artificial intelligence, PCs, gaming, and embedded sectors. Underpinning our...

  • Sr. Go-to-Market Specialist, Analytics, ISV

    2 weeks ago

    Santa Clara, United States Amazon Web Services, Inc. Full time

    The Worldwide Specialist Organization (WWSO) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers in the ISV segment. We work backwards from our customer’s most complex and business critical problems to build and execute go-to- market plans that turn...

  • ISV Program Manager, Strategic Market Development

    3 weeks ago

    Santa Clara, United States Advanced Micro Devices , Inc. Full time

    WHAT YOU DO AT AMD CHANGES EVERYTHING We care deeply about transforming lives with AMD technology to enrich our industry, our communities, and the world. Our mission is to build great products that accelerate next-generation computing experiences - the building blocks for the data center, artificial intelligence, PCs, gaming and embedded. Underpinning our...

  • Sr. Go-to-Market Specialist, Analytics, ISV

    3 weeks ago

    Santa Clara, CA, United States Amazon Web Services, Inc. Full time

    The Worldwide Specialist Organization (WWSO) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers in the ISV segment. We work backwards from our customer’s most complex and business critical problems to build and execute go-to- market plans that turn...

  • Sr. GTM Specialist, Edge, Enterprise

    3 months ago

    Santa Clara, United States Amazon Web Services, Inc. Full time

    Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Edge (DDOS mitigation, WAFs, CDNs, Global Load Balancers, edge functions) background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and...

  • Sr. GTM Specialist, Hybrid Edge, Enterprise

    2 months ago

    Santa Clara, United States Amazon Web Services, Inc. Full time

    Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Hybrid Edge background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization...

  • Sr. Worldwide Specialist, GenAI, Foundation Models GTM

    2 weeks ago

    Santa Clara, United States Amazon.com Inc Full time

    Do you want to help define the future of Go to Market (GTM) at AWS using generative AI (Gen. AI)? You will be part of the core worldwide Gen. AI Training and Inference team, responsible for defining, building, and deploying targeted strategies to a Specialist, Business Development, Data Engineer, Solutions Architect, Sales Engineer, Product Management

  • Sr. GTM Specialist, Hybrid Edge, ISV

    3 weeks ago

    Santa Clara, United States Amazon.com Inc Full time

    Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Hybrid Edge background, and sales skills necessary to help position AWS as the cloud provider of choice for custome Specialist, Business Development, Sales, AWS, Solutions Architect, Cloud

  • Global GenAI Specialist, Foundation Models GTM

    4 weeks ago

    Santa Clara, California, United States Amazon Full time

    About the RoleWe are seeking a highly skilled Business Development Specialist to join our Worldwide Specialist Organization (WWSO) Frameworks ML team. As a Business Development Specialist, you will be responsible for defining, building, and deploying targeted strategies to accelerate customer adoption of our GenAI services and solutions across industry...

  • Medical Marketer

    3 weeks ago

    Santa Clara, CA, United States Amazon Web Services, Inc. Full time

    The Worldwide Specialist Organization (WWSO) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers in the ISV segment. We work backwards from our customer’s most complex and business critical problems to build and execute go-to- market plans that turn...

  • Sr Manager, Finance

    1 month ago

    santa clara, United States Palo Alto Networks Full time

    Our MissionAt Palo Alto Networks® everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for...

  • Sr Manager, Finance

    1 month ago

    Santa Clara, United States Palo Alto Networks Full time

    Our MissionAt Palo Alto Networks® everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for...

  • Cloud Solutions Architect

    4 weeks ago

    Santa Clara, California, United States Amazon Web Services, Inc. Full time

    Senior GTM Solutions ArchitectAre you passionate about helping customers achieve their potential and have the skills to position AWS as the top choice for cloud services? We are seeking a Senior GTM Solutions Architect to join our Worldwide Specialist Organization (WWSO) Core Services team.As a Senior GTM Solutions Architect, you will work with a diverse...

  • Worldwide Specialist Connected Care, IoT

    4 weeks ago

    Santa Clara, California, United States Amazon Full time

    About the RoleWe are seeking a highly skilled Business Development Specialist to join our team in the Connected Products, Auto and Location Services IoT organization. As a Business Development Specialist, you will be responsible for creating scaled GTM motions to drive and expand the migration of customers' IoT services and workloads to AWS.Key...

  • Senior Developer Advocate

    1 month ago

    Santa Clara, California, United States NVIDIA Full time

    We're seeking a highly skilled and experienced technical professional to join our team at NVIDIA as a Senior Developer Advocate. In this role, you will be responsible for promoting our GPU accelerated computing solutions to Independent Software Vendors (ISVs) and Service Providers.As a Senior Developer Advocate, you will work closely with our ISV and Service...

  • AMER Advertising

    5 months ago

    Santa Clara, United States Amazon Web Services, Inc. Full time

    Advertising and marketing technology is experiencing unprecedented transformation as companies seek to improve interoperability across platforms and provide better, more relevant experiences while protecting consumer data. AWS brings together a comprehensive set of purpose-built AWS Services, AWS Solutions, and 150+ AWS Partner offerings to help customers...

  • Sr. Identity Engineer

    3 weeks ago

    Santa Clara, United States Ursus Inc Full time

    JOB TITLE: Sr. Identity Engineer - Microsoft LOCATION: REMOTE DURATION: 2+ months RATE RANGE: $44-$55/hr Job Description: As an Sr. Identity Engineer - Microsoft on the Identity and Access Management (IAM) Team, you'll play a pivotal role in providing support, and maintaining a stable back-office, technical infrastructure, and architectural standards for...

  • Deal Desk Operations Specialist

    4 weeks ago

    Santa Clara, California, United States TCWGlobal Full time

    Deal Desk Operations SpecialistAt TCWGlobal, we are seeking a highly skilled Deal Desk Operations Specialist to join our team. As a key member of our sales operations team, you will be responsible for creating and maintaining accurate pricing and contract data inside the CPQ module of Salesforce.Responsibilities:• Work cross-functionally to generate new...