Principal Worldwide Specialist GTM Technical BD, AppMod WWSO

The AWS Worldwide Specialist Organization (WWSO) is seeking a detail-oriented, data-driven Go-to-Market (GTM) Specialist to define customer segmentation, develop solutions, plan demand generation, and deliver initiatives that drive the Application Modernization (AppMod) business at AWS. As an AppMod GTM Specialist, you will have the exciting opportunity to help shape and deliver the strategy to drive adoption of AWS Containers and Serverless services across its customer base worldwide. In this role, you will need to work with multiple product teams and other key stakeholder teams, such as AWS Marketing, AWS ProServe, the Amazon Partner Network (APN) teams. You will also drive engagement with ISV, consulting, and Systems Integration partners, who are critical to the success of the AppMod businesses. Success metrics will include service adoption, opportunity pipeline, revenue driven through GTM programs.

The ideal candidate will possess a skillset that blends go-to-market experience, sales skills, the ability to launch and scale cross-functional initiatives, and an understanding of the enterprise IT landscape, including purchasing behaviors, incumbent solutions, and common application architectures. The candidate will have the technical depth and business experience to easily communicate the benefits of AWS services to customers, CXO-level buyers, Independent Software Vendors (ISVs), and System Integrators (SIs). They should have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to communicate compelling value propositions, and work across the organization to build consensus. A keen sense of ownership, drive, and scrappiness is a must.

Key job responsibilities
1. Own the go-to-market plan for a major Amazon EKS initiative, in collaboration with other organizations as needed to achieve goals. This includes driving the overall sales and technical strategy; defining the market segments, customer base, and industry verticals we can target; setting a business development plan for target markets that's aligned with AWS's strategic direction; executing the strategy in collaboration with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.); scaling the plan through field sellers, AWS Partners, the Kubernetes community, and other channels.

2. Work with customers and partners building Kubernetes applications. Develop customer pipelines that will drive growth in your target market. Work with software and consulting partners to identify new opportunities and solve customer challenges to win deals.

3. Incubate and launch new services or key features. As we launch new services, drive a plan to ensure sales and partner readiness. Work with the team to secure initial customers to use as "lighthouse" references at launch. Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings.

About the team
The Worldwide Specialist Organization (WWSO) is responsible for driving revenue, adoption, and growth across all customers and geographies. 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) roles and technical (Solutions Architect) roles. As part of WWSO, you'll provide expertise across the entire lifecycle 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.

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred 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.

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