At AWS, we're seeking an exceptional leader to head our Small and Medium Business (SMB) segment in Germany. This strategic role offers the opportunity to drive the growth and transformation of Germany's economic backbone - the Mittelstand and emerging digital champions - through cloud technology. Leading a 50-person cross-functional organization including sales, solutions architecture, demand generation, and partner teams, you'll shape how German businesses innovate and compete in the digital economy.
The Role:
As Head of SMB, you'll be responsible for developing and executing the segment strategy across Germany, managing a €150M+ business with strong year-over-year growth targets. You'll lead a diverse team of professionals across multiple functions, fostering a culture of innovation, operational excellence, and customer obsession.
Key Responsibilities:
Strategy & Business Leadership:
• Define and execute the strategic vision for AWS's SMB business in Germany
• Drive revenue growth and cloud adoption across the segment
• Build and maintain executive relationships with key customers and partners
• Develop and implement go-to-market strategies across different customer segments (SPA, SWARM, SCALE)
• Collaborate with EMEA leadership to align regional and segment strategies
People Leadership:
• Lead, mentor, and develop a 50-person cross-functional team
• Foster a high-performance culture balanced with employee development and well-being
• Drive talent acquisition and retention strategies
• Implement effective organizational structures and operating mechanisms
Operational Excellence:
• Manage complex sales operations and pipeline development
• Drive operational rigor through metrics and accountability
• Implement and optimize sales methodologies (MEDDPICC)
• Ensure effective collaboration across sales, technical, and partner teams
Partner Ecosystem:
• Develop strategic partnerships to scale the business
• Drive partner-attached revenue growth
• Build and maintain relationships with key system integrators and ISVs
• 15+ years of enterprise technology sales/business leadership experience
• 7+ years of people management experience leading large, cross-functional teams
• Track record of consistently delivering results in a high-growth environment
• Strong understanding of cloud computing and digital transformation
• Fluent in German and English
• Experience leading SMB/commercial segments in enterprise technology
• Deep understanding of the German Mittelstand and its digital transformation journey
• Track record of building and scaling successful partner ecosystems
• Experience managing P&L responsibility of €100M+
• Strong executive presence and communication skills
• MBA or relevant advanced degree
• History of implementing successful change management initiatives
• Experience with AWS or cloud services
Leadership Principles alignment:
The ideal candidate will demonstrate strong alignment with AWS Leadership Principles, particularly:
• Customer Obsession
• Bias for Action
• Deliver Results
• Hire and Develop the Best
• Learn and Be Curious
The role will be based in Munich with regular travel across Germany required.
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