Senior Container GTM Specialist, WWSO Containers

Amazon • Herndon, VA

20h

About The Position

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 GTM 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 and participate in 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. About the team This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges. Diverse Experiences: AWS values diverse experiences. Even if you do not meet all of the 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: Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness. 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 flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Requirements

• Bachelor's degree
• Experience with sales CRM tools such as Salesforce or similar software
• Experience in setting up and managing a sales pipeline
• 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 driving innovation directly with Product Management and Engineering
• Knowledge of best practices and emerging technologies, related to infrastructure (i.e. network, data center, hardware, software)
• 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

Nice To Haves

• MBA, Computer Science, and/or Engineering/Math background is highly desired

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.

Benefits

• Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave.
• Learn more about our benefits at https://amazon.jobs/en/benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level