Specialist Leader - Sub-Saharan Africa (IMM)

Description

The Sub-Saharan Africa (SSA) Specialist Leader leads the team of deep domain specialists (sellers and architects) across AWS Products and Services in South Africa, Kenya and Nigeria. This team works in partnership with the local sales and solution architect (SA) teams to accelerate the adoption of AWS cloud across services, solutions, workloads and AWS offerings. This is a critical role reporting directly to the SSA Area leader, owning the revenue goals for covered services, developing and implementing the plan for Area-wide go-to-market (GTM) and prioritization of specialist resource investments and customer adoption plans for current and future services. This team leads field motions with deep domain expertise that ranges across: Gen AI, Database, Analytics, Infrastructure Migration and Modernization (IMM), and SAP (Covered Domains). It also includes cross-service C-level conversations and GTM motions to drive Application Modernization, Business Transformation through technology, and Artificial Intelligence and Machine Learning adoption. AWS is looking for an accomplished leader with experience across sales, business, and technology who has worked with large Enterprises and high-growth organizations to accelerate their cloud-native journey. In this capacity, the leader will have revenue responsibility while leading a direct cross-functional team of Sales, Business Development, and Solution Architect. The Specialist team that this person will lead also acts as an important feedback ingestion point from all the customers in the SSA Area that directly feeds into the roadmap for product and services team at AWS. This role will contribute to the overall performance of the business measured by revenue growth, net new customers, and pipeline creation / launch. This role will focus on the Area’s key verticals including Financial Services, Mining and Retail.

AWS Global Sales

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and consistent support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Key job responsibilities

• Manage the team of Specialists, grow and develop the talent and coach your team to meet/exceed their goals.
• Interact at the CxO/VP level, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships across all covered domains.
• Lead the team to build, manage, and close a pipeline and revenue of Covered Domains in the SSA Area.
• Lead the team to develop and deploy sales motions and programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels. Go-to-market elements may include consultative workshops, sales/partner/customer enablement, solutions blueprints, customer proposal and offer development, internal and external collateral, Proofs of Concept (POC), incentives, target customers, and success measures.
• Act as Specialist Seller (player coach) for the IMM domain. Lead engagements with CxO/VP level, as well as developers and technical decision makers, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships in IMM domain.
• Define, develop, and execute against a comprehensive account/territory plan supporting multiple account teams to drive achievement of revenue and win goals.
• Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy.
• Drive revenue and market share while meeting/exceeding revenue targets.
• Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies.
• Define and drive operational processes and excellence with sales teams.
  
  

About The Team

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.

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

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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 we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

Basic Qualifications

• Demonstrated expertise in areas technical sales of cloud computing based products and services across and intersecting with AWS
• Proven track record of taking ownership and driving results. Ability to effectively lead a scaled sales organization, and work with a variety of organizations, management levels, cultures, and personalities.
• Experience in people management and leading a team of sales / pre-sales / architects.
• Expertise in cloud migration journeys, application modernization strategies (7 R's model), and customer buying criteria.
• Experience in complex integration engagements in Public Sector and Enterprise commercial customer
• Exceptional interpersonal and communication (both written and verbal) skills.
• Experience communicating with both technical and non-technical stakeholders across multiple teams, as well as internal and external executive stakeholders.
• Established track record of building rapport with customer executives (e.g. CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts.
• 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.
• Hiring, developing and motivating a sales organization to consistently exceed expectations against defined goals and objectives.
• BA/BS degree required.
  
  

Preferred Qualifications

• Relevant sales experience. Breadth and depth in multiple enterprise functional areas in multiple industries a plus.
• 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.
  
  

Professional traits that are not unique to this position, but necessary for Amazon leaders:

• Exhibits excellent judgment
• Inclusive leader who inspires others to share unique points of view to better inform decisions
• Hires and develops great people
• Has relentlessly high standards
• Thinks strategically, but stays on top of tactical execution
• Expects and requires innovation of her/his team
• Thinks big and has convictions
• Results-oriented
• Has the innate ability to inspire passion in others
  
  

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

Job details

ARE, Dubai

Sales, Advertising, & Account Management

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