The Canada Specialist Sales Leader leads the team of deep domain sales specialists across AWS Products and Services. This team works in partnership with the local account management team to accelerate the adoption of AWS cloud across services, solutions, workloads and AWS offerings. This is a critical role reporting directly to the Country leader, developing and implementing the plan for the national prioritization of specialist resource investments and customer adoption plans for current and future services. This team leads field motions with deep domain expertise that range GenAI, High Performance Computing, Compute, Networking, Storage, Database, and Analytics. It also includes cross service C-level conversations and motions to Application Modernization, Business Transformation through technology, and Artificial Intelligence and Machine Learning adoption.
AWS is looking for an accomplished leader with experience across product, business, and technology who has worked with large Enterprises and high-growth organizations. In this capacity, the leader will have revenue responsibility while leading a direct a 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 Canada that directly feeds into the roadmap for product and services team at AWS. While leading a team of technical, product, and business experts, you will lead domain-based discussions with C-suite executives.
You play a critical role in taking the voice of the customer and sharing it back to the Worldwide Specialist Organization (WWSO) team to ensure customer feedback is amplified to effectively influence our technology roadmaps and Go-To-Market strategy. This role will contribute to the overall performance of the business globally measured by revenue growth, net new customers, and product and service influence.
Key job responsibilities
• Interact at the CxO/VP level, as well as developers and technical architects, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
• 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.
• Define, develop, and execute against a comprehensive account/territory plan supporting multiple account teams to drive achievement of revenue and win goals.
• Create & articulate compelling value propositions that address specific needs of your customers.
• Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy
• Drive revenue and market share while meeting/exceeding revenue targets, develop and execute goals to drive long term strategy with Data and Developer tools, Advance Compute, Core Services, Migration/Modernization or Business Applications specialty
• 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
Above all, this leader must be genuinely excited about AI opportunities and inspire that same enthusiasm in their team and customers. This role presents a unique opportunity to shape the future of work through AI, leading the go-to-market strategy for transformative technologies that make
generative AI accessible, secure, and impactful across organizations.
About the team
BASIC QUALIFICATIONS
- 15+ years of technology related sales, business development or equivalent experience
- Experience negotiating complex deals with customers and partners or equivalent
- Experience selling AI/ML solutions
- 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.
- Hiring, developing and motivating a sales organization to consistently exceed expectations against defined goals and objectives.
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.
The base salary range for this position is listed below. As a total compensation company, Amazon's package may include other elements such as sign-on payments, restricted stock units (RSUs), and sales incentives (where applicable). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.
CAN, ON, Toronto - 200,000.00 - 270,000.00 CAD annually
