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Strategic Pursuits Lead, Aws - Anz Public Sector

AWS Australia Pty Ltd - Sydney, NSW

Source: uWorkin



Amazon Web Services (AWS) is looking for an exceptional business development and sales leader to identify, manage, and execute some of the largest, most complex and high impact opportunities in Public Sector during the solution and pursuit stages. The focus of this role is negotiating deals which are unconventional in nature, need a central advocate, and/or require unique investments and commercial frameworks. Responsibilities will include driving C-level customer relationships, developing relationships with key partners (SDS, LG CNS, etc.) and across AWS field sales, ultimately executing joint GTM plans in ANZ.

This role is a trusted advisor for our customers, both external and internal, including all aspects of business development, deal structuring, support, and closure. You will engage with senior leaders at AWS, and as a strategic technology expert within Public Sector ANZ, you will own the exciting opportunity to deliver accelerated adoption of AWS solutions with a customer business outcome lens.

We are interested in connecting with innovators, who are both creative and analytical in approach, but can think strategically about business, product, and technical challenges that our customers face. In order to build and convey compelling value propositions, it is critical that you can demonstrate high level capability as an effective negotiator possessing relevant cloud knowledge.


As a key member of the Specialty Sales Team, helping to define and deliver the overall go-to-market strategy, you will be responsible for driving top line revenue growth and overall market adoption of industry based solutions. You will work with the largest Public Sector accounts, establishing and growing key customer relationships (both business and technical), while managing the day-to-day deal mechanics.

You will be tasked with:
· Support the creation and iteration of repeatable frameworks for entering into strategic partnerships and alliances, establishing AWS as the partner’s preferred cloud computing platform.
· Engage the field sales organization, channels, and end customers to create and drive transformation opportunities for AWS.
· Identify, evaluate, negotiate, and manage opportunities across our largest Public Sector customers that represent significant revenue to AWS.
· Ability to assess technical and commercial feasibility for partners and AWS, and evaluate the economic and strategic cost-benefit.
· Manage complex contract negotiations (across Product, Operations, Engineering, Corporate, and senior management) to gain support, approvals, and to execute on the opportunities.
· Develop best practices to foster, manage, and track large strategic opportunities.
· Recommend investments in key strategic offerings and market segments.
· Prepare and give business reviews to AWS and partner senior leaders.



The ideal candidate will be committed to solving complex problems, with a hands-on approach and strong bias for action. You will be at your best in a fast-paced setting that is constantly evolving, and will bring to the role:
· Extensive experience with and deep understanding of Global/Large System Integrators.
· Extensive business development and strategic delivery to executive level customers.
· Demonstrated ability to think strategically and creatively, while applying sound business judgment and financial metrics.
· Strong interpersonal, presentation, and writing skills, and the ability to articulate complex concepts and influence others internally and externally.
· Ability to multitask and manage portfolio of cross-functional projects within the program - work prioritization, planning, collaboration, and management.
· Track record of owning and driving results, complex solutions, and programs.
· Ability to effectively lead and collaborate with varied organizations, while navigating the nuances and diversity of the region with sensitivity and an adaptable approach.
· Background in working with the public sector such as Government, Education, and Healthcare.
· Good level of written and spoken English skills.


· MBA/MS is a plus.
· Knowledge of AWS services and technologies.
· Business acumen, with a demonstrated track record of driving emerging/disruptive technologies.
· End-to-end negotiation experience, including identifying, developing, and executing successful partnerships including strategic technology relationships.

Amazon is an Equal Opportunity/Affirmative Action employer. We seek builders from all backgrounds to join our teams. Discover our Diverse and Inclusive culture here: https://www.aboutamazon.com/working-at-amazon/diversity-and-inclusion