Go-to-Market Strategy Manager
San Francisco, CA 
Posted 1 day ago
Job Description
***This role can be based in Irvine, Santa Monica, the San Francisco Bay Area, or Seattle***
Amazon.com has been rated one of the most admired companies in the US, the #1 most innovative, and the #1 in customer service. Amazon's technology business, Amazon Web Services, has established a strong track record of leading the world in Web-related technologies and services. At AWS, you have the chance to help businesses and individuals take their computing infrastructures and applications into "the cloud", transform how they do business, drive new levels of growth, and create bigger and better outcomes for their customers.
Are you looking for an intellectually challenging role that combines elements of sales strategy, quantitative analysis, program management, and executive-level customer engagement? Would you like to focus on increasing customer adoption of AWS market offerings and growing AWS revenue in one of the most high-profile geographic markets in North America? Do you have the business acumen, technical knowledge, and leadership skills necessary to help AWS take its transformational messages to business and technical audiences, help them envision the possibilities that our services and solutions can create for them, and then help them unlock that potential value that AWS can create? If this sounds like you, then you might be the right candidate for an AWS role that draws on all of these dimensions.

We're looking for an accomplished business leader for the Go-to-Market Strategy Team (GTMS), focused on the Western United States region. This team helps drive adoption of AWS services and solutions in multiple categories (e.g., Compute, Database, Storage, Analytics, Artificial Intelligence, Machine Learning, Internet of Things, and Blockchain) within an assigned geographical area. The right candidate for this role has a combination of skills and experience developing and applying structured thought frameworks to drive technology-enabled business transformation, aligning business requirements with technology capabilities, formulating go-to-market strategies, creating and leading market-facing programs to execute those strategies, engaging with customers in business and technical roles, and collaborating cross-functionally with colleagues and partners to achieve tangible business outcomes for customers.

As a GTM Manager, your responsibilities will include partnering with various functional teams (e.g., Sales, Marketing, specialized industry and technical domain teams) to define key market segments to target, driving the necessary business and technical relationships with customers and partners to establish new business in those markets, and enabling sales teams to drive day-to-day interactions with prospects in order to build and nurture long-term business opportunities. In this role, you will have the exciting opportunity to help drive the growth and shape the future of AWS within the North American market. Your responsibilities will include developing and executing strategies and programs that drive customer adoption of AWS market offerings, revenue growth, and market penetration across various customer segments. These segments range from large enterprises to mid-market companies and include companies that are new to cloud computing. You will work very closely with our North American sales management team, specialized sales teams, specialized business development teams, marketing teams, technical teams, and sales enablement teams. The ideal candidate has a background that reflects a blend of strategic and operational experience, ideally in the technology sector or in industries that rely on information technology to enable innovative business models and drive profitable growth.

Professional backgrounds that are particularly suited to this role include: 1/ management consulting at a leading professional services firm that focuses on corporate strategy and technology-enabled transformation in multiple industries, 2/ strategic selling of technology-related products or services, and 3/ business development for and/or marketing of technology products or services. The right candidate for this role will be competent and confident leading strategic and tactical initiatives that help customers envision new possibilities for their businesses and adopt existing and emerging technologies to achieve those possibilities in the form of tangible business outcomes that drive real value. He/she is experienced and effective engaging with business and technical customers at senior levels, including within the C-suite, with mid-level management, and at junior levels, at companies of all sizes (large enterprises, mid-market companies, and small companies). Startup experience is also helpful. He/she will have a demonstrated ability to think strategically and with a long-term perspective about the needs of complex global businesses. It is also helpful for this individual to be familiar with legacy IT environments, enterprise applications, and the role that technology plays in enabling transformational business change.

The GTM Manager will be responsible for:

* Increasing adoption of AWS services and solutions to drive revenue growth for AWS;
* Proactively creating momentum internally and with customers, driving customer dialogues via AWS sales and partner teams;
* Conceptualizing, structuring, and executing market-facing programs in collaboration with AWS teams across various market-facing and support functions;
* Conducting market analysis, shaping and negotiating deals, and creating scalable programs that apply holistic approaches to selling;
* Working closely with colleagues in Sales, Marketing, and other market-facing and support roles to ensure alignment of strategic initiatives that drive adoption and growth of AWS market offerings;
* Partnering with other GTM Managers to ensure that service teams are aware of and aligned with geographic business segment needs at the Americas and Area levels;
* Communicating the benefits of cloud computing to customers, including IT architects, engineering teams, business executives in non-technical functions, and C-level executives;
* Engaging in customer dialogues with senior-level business and technical executives to discuss customer business issues and explore how specific technologies can help address those issues and create new opportunities;
* Engaging effectively with customers of all sizes (large enterprises, mid-market companies, and small companies);
* Managing the sales cycle of an opportunity and partnering with various internal teams to develop, propose and close new business;
* Defining metrics and establishing tracking mechanisms to drive customer adoption, and using these tools to improve go-to-market strategies, programs, and approaches;
* Preparing and delivering business reviews to the senior management team at AWS regarding progress towards objectives;
* Educating and enabling sales teams and increasing the visibility of sales support across all AWS markets;
* Handling a high volume of simultaneous engagements amidst the fast pace of the cloud computing market.

Basic Qualifications
* 10+ years of experience in business development, marketing, strategic partnerships, program or product management, or roles with equivalent scope
* Strong analytical skills, including demonstrated ability to conduct detailed quantitative analysis, use it to derive useful business insight, and apply that insight to drive customer adoption of products and services and make appropriate recommendations to colleagues and customers
* Strong verbal and written communications skills
* Demonstrated leadership skillsAdvertisement
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.


Job Summary
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Experience
10+ years
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