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**senior Co-sell Program Lead - New Enterprise Customer Cloud Adoption

AWS Australia Pty Ltd - Sydney, NSW

Source: uWorkin



Would you like to help new customers that are in early stages of adopting cloud computing and maximise their success using the cloud and a global channel ecosystem? Do you have a track record of successfully defining and executing channel orientated sales plays and go-to-market strategies to Enterprise customers?

Amazon Web Services (AWS) is leading the next paradigm shift in cloud computing and we are looking for a dynamic results oriented candidate to join as the Asia Pacific & Japan Cosell Program Lead for the new Enterprise customer segment (Greenfield).

In this role, you will have an exciting opportunity to shape Asia's regional Partner strategy to help new customers adopt and transform using cloud solutions through the amazing AWS channel ecosystem. Your role is to define, develop and lead the delivery of partner ecosystem sales plays and go-to-market initiatives for the Greenfield Enterprise customer segment.

Your responsibilities will include developing the Greenfield Enterprise customer strategy focused on leveraging the AWS channel ecosystem, planning, business development and developing/maturing cross-functional go-to-market execution mechanisms. You will collaborate with global, cross-functional teams including AWS Sales, Business Development, Marketing, and Technical Field professionals to determine how to best accelerate growth and success in the Greenfield Enterprise customer market through coselling with partners and monitoring progress against the business plan. You will use data and market signals to drive the Greenfield Enterprise customer Cosell strategy to most effectively serve AWS new customer engagements that are led or supported by AWS partner ecosystem. You will coordinate with sales leaders and sales operations to help define and drive field education and enablement programs to ensure AWS sales teams and channel partners can effectively engage with the AWS partner ecosystem to jointly cosell to Enterprise Greenfield decision-makers and execute strategies that accelerate customer success.

The right candidate will have experience interacting at the highest levels of companies and demonstrated experience in developing sales plays and go-to-market programs. They will have a proven record of leading and driving multiple programs, across a region like Asia, to meet business objectives, excellent program and project management skills, a customer-obsessed and collaborative approach, strong data and metrics bias, and a passion for helping companies get started using the cloud to achieve business goals. They will have knowledge of product messaging, positioning, and strong experience in solution sales, marketing and field enablement.

Role & Responsibilities
· Develop and mature mechanisms to deeply understand needs, gaps, and opportunities with the APJ AWS’s Greenfield Enterprise customer market and AWS partner ecosystem.
· Lead annual Channel sales and go-to-market planning for the APJ Greenfield Enterprise customer segment
· Develop and grow regional, cross-functional engagement mechanisms for planning and execution.
· Create and execute measurement and monitoring mechanisms for the business plan, including metrics capture, reporting, and analytics for identifying signals, opportunities, and challenges.
· Develop data-driven narrative proposals for new segment initiatives or evolving/retiring existing initiatives/programs.
· Incubate new strategic initiatives.
· Coordinate with sales leaders and sales operations to develop field education and readiness programs to enable both AWS sales and channel partners to help Greenfield Enterprise customer to maximise their business success using cloud technologies.


· 7+ years of experience in business development, sales, marketing, advisory, and/or strategy roles.
· 3+ years of experience in the Enterprise technology industry


· Technology depth and breadth in cloud technology.
· Highly credible with marketing leaders, sales leaders, senior technologists, product leaders, and executive audiences.
· Exceptional business acumen and high judgment – be able to use technology/cloud depth and breadth, signals, and data to understand customer pain points and challenges, and inform and shape business growth initiatives.
· Passion for drive new customers acquisition – deep curiosity to understand how new customers are adopting cloud technologies and how to accelerate their cloud journey.
· Partnering with others in the organisation is key to our long term success and is what helps frame our inclusive culture.
· ‘Invent and simply’ mindset. Data-driven but comfortable with ambiguity. Exceptional problem-solver. Adept at simplifying complexity and developing scalable propositions.
· Strong bias for ‘working backwards’ from customers. Favours iterative hypothesis/test/analyze/ improve approaches. Pragmatic and ‘is right a lot’.
· Proven track record of taking ownership and driving results. Ability to effectively lead and work with a variety of organisations, management levels, cultures, and personalities.
· Exceptional interpersonal and communication (both written and verbal) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams.
· Inclusive and diverse culture working with a team that welcomes, celebrates, and leverages a diverse set of backgrounds and skillsets to deliver results is exciting.
· Culturally aware and have good interpersonal skills; able to collaborate across different functional teams and internal stakeholders.
· MBA/Masters degree
· 10+ years of relevant work experience.
· Balanced experience across business development, strategy/planning, and execution in a multi-billion technology business.
· Experience delivering GTM strategies/initiatives within a managed service provider (MSP) or Systems Integrator (SI) company that serves Enterprise customers.
· Experience in global or worldwide roles.

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.