Principal GTM Lead, WW Experience-Based Acceleration

Amazon • Boston, MA

3d

About The Position

Come join a team dedicated to Enterprise Transformation. The Experience-Based
Acceleration (EBA) Team developed a repeatable methodology to drive large
enterprise customer transformations and accelerate the business benefits of
their adoption of AWS. Our customers leverage EBAs as the tip of the spear to
change the way they work and help accelerate their cloud adoption where
traditional analysis and methodologies fall short. Among hackathons, immersion
days, and other adoption initiatives, EBA ranked as a top mechanism for cloud
value realization and customer business transformation. It is integrated in MAP
(Migration Acceleration Program) - AWS’ largest migration program, expanding the
need to enable EBA capabilities globally and rapidly scale across multiple AWS
functions.

The GTM Lead is at the center of scaling the methodology, top-down and
bottom-up, ensuring global AWS customers and AWS teams adopt EBA as their cloud
value realization framework across – Migration, Modernization, Innovation (AI).
follow a unified process while keeping a high-quality bar. The GTM Lead
coordinates large scale strategic initiatives and is measured in their approach
to coach others to lead the customer adoption of AWS while maintaining a high
engagement bar. Coaching customers, AWS leaders, AWS field teams, this role will
have cross-AWS visibility by driving alignment for cloud acceleration in our
Enterprise and multi-national customers.

The successful candidate must be comfortable individually driving cross-team
efforts with a collective mission, defining well-considered objectives and
metrics to guide decision-making and drive change. Leading by example when
engaging diverse business and engineering leaders at all levels including CxOs, the candidate leverages strong verbal and written skills and exceptional
business judgment. The GTM Lead will coach how to partner with C-level to drive
executive alignment, report progress, and co-own escalations. The Customer
Obsessed GTM Lead is expected to coach others on orchestration of successful
EBAs by integrating people, processes, and technology in complex customer
landscape. They unlock limitations, scaling factors, boundary conditions, and
reasons behind strategic decision processes.

Additionally, The GMT Lead can internally seek out and clearly communicate
relevant data to support complex business decisions scaling the EBA methodology
across Customer and AWS organizations and drive the right recommendations in a
highly collaborative and effective fashion. They own initiatives to scale EBA
with clear objective, measurable success criteria, and clearly communicate
progress and outcomes.

Requirements

• Bachelor's degree or above in Computer Science, Computer Engineering, Information Technology, or related fields
• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of experience leading sales or delivery of GTM programs at global companies and deep understanding of end-to-end customer cloud journey and technology.
• Knowledge of public cloud and hybrid cloud platforms; strong preference for cloud adoption program management or delivery experiences.
• Proven ability to operate at CxO level and across technical, operational, and business stakeholders to implement cloud transformation strategies.

Nice To Haves

• Master's degree in Business Administration, Finance, Economics, Computer Science, or a related field
• AWS certification
• Experience in specific technology domain areas like software development, cloud computing, systems engineering, infrastructure, security, networking, data and analytics
• Experience developing, implementing, and executing technology strategy across cross-functional senior stakeholders.
• Active project management and Agile certifications (SAFe, APM, CSM, PMI-PMP, PMI-ACP, PRINCE2).

Responsibilities

• Develop and deploy a repeatable and scalable Go-to-market (GTM) strategy for EBA Orchestration at a high bar to unlock customer cloud value realization.
• Drive executive alignment within the AWS cross-organizations for scaling EBA initiatives to drive customer impact.
• Institute a customer and field enablement strategy to act as a force multiplier.
• Own and manage Customer-facing EBA content, engagement assets, and delivery mechanisms.
• Deploy an engagement model for high-value sales/delivery motions by leveraging relevant data.
• Align key stakeholders (Customers, AWS teams) on EBA offerings, outcomes, and objectives.
• Gather knowledge, lead projects, and coordinate execution across multiple global teams and stakeholders.
• Identify and produce appropriate business metrics, and continually assess them to improve over time.
• Concisely represent EBA to AWS business leaders and technical teams at all levels.
• Prepare and present detailed, written technical information for internal and external audiences.
• Apply expertise in strategic discussions, keeping all stakeholders productively engaged.
• Demonstrate exceptional judgment, integrity, business acumen, and communication skills.

Benefits

• 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
• parental leave

What This Job Offers

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