This role will report directly to the NZ Country Manager, leading the direct Enterprise Greenfield Sales team in New Zealand, with a dotted reporting line to the ANZ Enterprise Greenfield Leader. The successful candidate will work well within a matrixed structure and collaborate closely with ANZ, APJ and WW teams.
This leader will bring deep and strong C-level relationships and experience (in business and IT / CIO functions across enterprise levels) to help further establish AWS as the leader in enterprise cloud computing. We are looking for a self-starter who is prepared to own, define, develop and execute the NZ Enterprise Greenfield strategy in line with AWS strategic direction and NZ initiatives including defining market segment strategy, ensuring effective engagement with Enterprise Greenfield customers (by engaging CXO and SVP level business and technical executives), and achieving scale through partner, marketing and the Cloud Sales Centre function. They should also have strong business acumen and the executive presence, since much of the work we do with the team is to ensure the executives at our customers are bought into the idea that AWS can be a strategic partner to help them achieve their business objectives.
In this role, your responsibilities will include hiring, developing and managing a highly talented sales team focused on driving new customer acquisition, platform adoption and revenue growth. The ideal candidate will possess a tenured sales management background enabling them to lead a team of senior enterprise sales managers and representatives with engagements at the CxO level, manage a sales pipeline, and lead sales efforts that will include teaming with AWS Solutions Architects, Business Development, Marketing, Cloud Sales Centre, Marketing and Partner teams (among others). The ideal candidate should possess strong communication skills such as discovery/active listening skills and empathy, as well as demonstrated ability to provide constructive mentoring in these areas.
A day in the life
About the hiring group
Job responsibilities
- Develop the short, medium, and long term NZ Enterprise Greenfield strategy including critical scaling mechanisms like marketing, sales plays and campaigns, executive engagement, skills and enablement.
- Define a comprehensive Enterprise Greenfield partner strategy to scale and grow Enterprise Greenfield through the partner ecosystem including global and national system integrators, telcos, consulting and technology partners.
- Manage sales cadence through robust performance measures and reviews, using data driven analytics, to drive strong sales execution. This includes owning all metrics and goals and reporting of all account related activity i.e. sales forecasting, account strategy, demand generation, deal strategy development and trend analysis.
- Lead establishing and nurturing external communities, and driving large events. Defining which of these we do (CIO Forums, CXO Advisory Groups, etc.), and working with local and regional leaders to implement globally.
- Hire, develop and retain a strong team of sales professionals who are responsible for building net new business in NZ Enterprise (companies with revenue > $100M). Since the teams levels are from L5-L7 it is critical that the candidate be able to manage a team with people in various stages of their sales career.
BASIC QUALIFICATIONS
- Seasoned leader with business background, technical depth, and communication skills capable of heading a cross-functional team focused on acquiring and increasing enterprise adoption of cloud computing for New Zealand.
- Experience in a world class technology companies in business development and solution sales for software, hardware or IT services
- Rich and diverse back ground of enterprise / large / strategic account sales management demonstrating year-on-year new business growth.
- Strong written and speaking skills are key for this role, given that promo docs, 6-pagers, 2-pagers and influencing peers/stakeholders that is crucial for long-term success at Amazon.
Commercial/ Relationship Acumen
- Extensive CEO level relationships across large enterprises and demonstrated ‘door opening’ capability
- Network and relationships among in the external environment among strategic partner organisations and ISVs.
- Strong executive presence – very comfortable with C-level executives with ability “to sell business value” using ROI and TCO models, rather than competing on “features & functions”
- Demonstrated commercial and contract negotiation experience
Team / People Orientation
- Experience building and leading a team focused on development of large strategic accounts
- Strong team development and manager of manager experience
PREFERRED QUALIFICATIONS
- A self-starter who is customer focused with high energy level and positive disposition.
- Ability to execute performance through self-motivation and with minimum supervision.
- Proven ability to initiate action, manage change, make high impact decisions, and complete challenging assignments.
- Ability to multi-task and exhibit a high level of enthusiasm, common sense, initiative, collaboration, and creativity.