Senior GTM Specialist - Tokyo, 日本 - Amazon Web Services Japan GK

説明

Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Enterprise Applications, Migration and Modernization (EAMM) background, and sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization (WWSO) EAMM team as a Business Development Specialist

Are you interested in container technology? Would you like to own driving the revenue for Amazon Elastic Container Service (ECS), Amazon Elastic Kubernetes Service (EKS), AWS Fargate and other emerging computing service offerings? Would you like to be part of a team focused on increasing adoption of the Amazon Web Services (AWS) platform by engaging with companies building software applications and services? Do you have business savvy and technical background necessary to help further establish Amazon as the leader in the cloud computing space?

コンテナ技術に興味をお持ちですか?Amazon Elastic Container Service (ECS)、Amazon Elastic Kubernetes Service (EKS)、AWS Fargate、その他の革新的なコンピューティングサービスのビジネスの拡大をドライブしたいとお考えですか?アプリケーションやサービスを開発しているお客様のご支援を通してアマゾンウェブサービス (AWS) プラットフォームをの利用を加速することに責任を持つ私たちのチームの一員となりませんか?Amazon がクラウドコンピューティング分野のリーダーとしての地位をさらに確立するために必要なビジネスに精通し、且つ技術力をお持ちの方のご応募をお待ちしております。

Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS' [Containers Service Line] for [Japan].

As a GTM Specialist, you will have an exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's cloud computing platform within multiple segments, including Enterprise, SMB, and startup communities.

Your responsibilities will include helping to define key market segments to target, driving necessary business and technical relationships with customers and partners to establish new business in those markets, and enabling the sales team to drive the day-to-day interactions with prospects in order to build business opportunity.

You'll also work closely with the product/service teams to help them evolve the products/services and address issues, concerns, and requests from the field.

You will create the right GTM motions, sales plays, leverage partners, and build new initiatives that drive results for our customers, and work closely with our partner network to build an ecosystem supporting our customers' goals.

このポジションは、市場開拓(Go-To-Market、GTM)のためのスペシャリスト チームの一員であり、日本における AWS のコンテナ サービスの GTM 戦略をリードします。GTM スペシャリストとして様々な企業や、スタートアップ コミュニティなどを含む複数の分野でマインドシェアを高めつつ、Amazon のクラウドコンピューティングプラットフォームを幅広く利用していただくための戦略の策定と実行を行います。また、ターゲットとする主要な市場を定め、それらの市場で新しいビジネスを確立するために顧客やパートナーとビジネス上および技術上の関係を築くこと、そして営業チームがビジネスチャンスを構築するためのお客様との日々のやり取りを支援することに責任を持ちます。また、製品/サービスチームと緊密に連携して、製品/サービスを進化させ、且つお客様の課題、懸念、要求に対処できるよう支援します。市場開拓のための適切なモーションやセールスプレイの作成、パートナーとの協業、お客様に成果をもたらす新しいイニシアチブの構築を行います。お客様の目標に向けた支援を共にサポートするために AWS パートナーネットワークと密接に連携します。

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and architects.

She/He 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.

候補者は、CxO/VPレベルでのエンゲージメントと良好な関係を築くことができるビジネスバックグラウンドと、ソフトウェア開発者やアーキテクトとやり取りできる技術的なバックグラウンドの両方を持つことが求められます。また、ビジネス、製品、および技術的な課題について戦略的かつ分析的に考える能力、説得力のある価値提案を構築して伝える能力、および組織全体で合意を形成する能力を備えていることが求められます。

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

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 and technical solutions architecture.

As part of WWSO, you'll provide expertise across the entire life cycle 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 as #OneTeam.

Key job responsibilities
Roles Responsibilities

• Own the GTM strategy and execution for EAMM/Containers in Japan, collaborating with teams in the field including Sales, Partners, Marketing, and other Specialists.
• Leverage your deep expertise in Containers to understand the most important customer problems in your region and enable account aligned teams in the field to solve them.
• Lead cross-functional initiatives to expand markets/accounts, develop scalable programs to drive adoption, and identify new opportunities within your domain.
• Develop and execute goals to drive long term growth in your geography, while meeting/exceeding revenue and non-revenue driven KPI's.
• Bring customer data and market signals back to Worldwide teams to ensure we are prioritizing the building of the right features and services for our customers.
• Delivering monthly/quarterly business reviews and operational planning documents for your respective tech domain and geography.
• Drive geographical scale through external partners; Partner with cross functional teams across Solution Architecture, Business Development, Marketing, Partners, and Training and execute customer acquisition programs and strategies.

About the team

Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS' Containers for Japan.

We create sales plays, leverage partners, and build new initiatives that drive results for our customers.

We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers' goals.

In emerging areas, we play a critical role as the "first in" teams to build markets for new services, domains, or solutions.

When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.

We are open to hiring candidates to work out of one of the following locations:

Tokyo, 13, JPN

BASIC QUALIFICATIONS

• 7+ years of relevant GTM, Sales, or Consulting experience
• 5+ years of technology domain experience [Containers – e.g. ECS/EKS/Kubernetes/Serverless, etc]
• Strong verbal and written communications skills are a must, as well as leadership skills. Fluency in both Japanese and strong business level English
• Must be analytical, and possess substantial experience working with Enterpriselevel customers in a Gotomarket, Sales, or Professional Services management role.
• Must 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 crossorganizationally to build consensus.

PREFERRED QUALIFICATIONS

• Exceptional interpersonal and communication (both written and verbal) skills with experience communicating to technical and nontechnical audiences.
• Established track record of credibility as a technology advisor with customer executives (e.g. CEO, COO, CIO, CTO, CMO) and Line of Business Leaders.
• Experience and success in negotiating complex deals with customers and partners.
• Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing gotomarket growth initiatives and sales motions.
• Deep understanding of cloud technologies, including public and hybrid cloud platforms.
• Technical background in engineering, computer science, or MIS a plus.

Please check the website below for measures to eliminate unwanted second-hand smoking in each facility:

就業の場所における受動喫煙を防止するための措置に関する事項については、下記リンク先をご覧ください。

The salary information can be provided individually prior to the 1st interview
賃金に関する条件は、1次面接の前に個別にご案内することができます