The AWS Compute Worldwide Specialist Organization (WWSO) is seeking a motivated, detail-oriented, data-driven, Go-to-Market (GTM) Specialist to provide thought leadership, develop solutions, define market targeting strategies, plan demand generation, and deliver enablement programs that drive the Application Modernization technologies spanning the AWS Kubernetes businesses.
As a Sr. Container Specialist, you will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon’s cloud computing platform within the enterprise.
The individual hired for this role will develop programs that can accelerate enterprise adoption of cloud native technologies and application modernization.
The individual 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.
The individual will also drive engagement with ISV, consulting, and Systems Integration partners, who are critical to the success of the Kubernetes businesses.
Success metrics will include successful services adoption, opportunity pipeline, direct and indirect revenue driven through GTM programs.
The ideal candidate will possess a skillset that blends sales skills, launch and go-to-market experience, ability to define, launch and scale programs, and a solid understanding of the enterprise datacenter, from purchasing behaviors, to incumbent solutions, to workloads architecture.
The candidate will have the technical depth and business experience to easily communicate the benefits of AWS services, platforms, and frameworks in the AWS cloud to customers, CXO-level buyers, Independent Software Vendors (ISVs), and System Integrators (SIs).
They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus.
A keen sense of ownership, drive, and scrappiness is a must. Finally, the ideal candidate will have a track record and an intimate understanding of how to influence enterprises, develop scalable programs, and help customers succeed in their enterprise modernization journey.
Key job responsibilities
- Serve as a key member of the Container Services GTM team and focus on increasing adoption of AWS Container Services.
- Help define market segments, customer base, and industry verticals we target.
- Set a strategic Go-To-Market plan for target market segments and ensure it is in line with the AWS strategic direction.
- Create mechanisms to drive pipeline by engaging with prospects, partners, and key customers.
- Work closely with our customers to ensure they are successful using our Container services, and that they have the technical resources required.
- Prepare and give business reviews to senior management regarding progress and roadblocks.
- Handle a high volume of engagements and the fast pace of the cloud computing market segment.
- Strong technical knowledge around cloud-native applications and containers, with the ability to go deep enough on technical aspects to articulate the value of leveraging containers and managed container orchestration offerings.
BASIC QUALIFICATIONS
- 5+ years of business development, strategic partnerships, or program / product management experience.
- 5 years working with customers in helping them with technology decisions, preferably in cloud, hosted and managed services in technology industry.
- Recent experience in working with cloud-native and containerized workloads.
- Experience with sales CRM tools such as Salesforce or similar software
- Experience in setting up and managing a sales pipeline
- Experience driving innovation directly with Product Management and Engineering
PREFERRED QUALIFICATIONS
- Experience working with the Developer Ecosystem - in startups, Fortune 1000 and / or Global 2000 organizations
- A demonstrated ability to work effectively across internal and external organizations
- Experience with working with cloud native applications, container orchestration platforms such as Kubernetes, ECS, EKS, Fargate, Docker, Mesos, and / or others
- Experience in selling technical cloud services or software technology services
- MBA, Computer Science, and / or Engineering / Math background is highly desired; working knowledge of software development practices and data center / infrastructure / networking technologies highly desired
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