We are looking for a customer-focused, proactive, strategic, and detail-oriented Head of Engagement, passionate about maximizing the impact and scale of the AWS EMEA Commercial leadership team (LT) and committed to driving transformational change. This leader, reporting to the Vice President of EMEA Commercial Sales, will direct the strategic execution of team priorities, define and deliver customer messaging, and manage complex customer requirements. This role requires a highly resourceful, self-driven individual with the ability to partner, execute, and lead through influence and collaboration across all groups within AWS and within the company. This leader will lead the Engagement and Strategy Office. They will be responsible for four key pillars and will lead a diverse team responsible for : 1. Executive Engagement Center of Excellence supporting our strategic priority to win the C-Suite and LoB, 2. EMEA SLT team engagement, 3. Employee Engagement and Internal Communications and 4. Business Strategy - translating the EMEA 3YP into action.
Key job responsibilities
• Leadership Team strategy and alignment: Partner across the EMEA Commercial Sales LT to define strategic priorities, establish measurement criteria, and inspect to ensure delivery of results.
• Customer Engagement and Follow Through: In close coordination with the VP of EMEA Commercial Sales, prioritize customer meetings for maximum business impact. Guide and oversee complex sales customer opportunities from inception to close. Participate in customer meetings and activities, determine slate of appropriate attendees, consolidate actions, and ensure follow through by sales teams. And Lead the Executive Engagement CoE
• Sales Engagement: In close coordination with field sales, drive new business, increase and sustain existing business, and oversee follow up for AWS’s largest and strategic customers. This includes, where applicable, ensuring collaboration with matrixed stakeholders across multiple groups, and timely follow up to meet customer requirements.
• Executive Communications, Case Studies & Presentations: In coordination with the WWCS marketing team and the Leadership Enablement Team (LET), define executive themes in alignment with customer feedback and the organization’s goals. Ensure that themes are amplified through incorporation into internal and external events, customer interactions, case study development, solutions portfolio development, and other communications. Oversee development of a repository for executive collateral for easy access by LT.
• Special Programs/Projects: Support and participate in strategic initiatives and cross-functional projects contributing to the overall success of the organization. Plan, lead, and facilitate leadership and team offsites, prioritizing messaging and presentation development, ensuring materials are sent in advance, and objectives are achieved.
• Think Tanks, Boards, Organizations, and Coalitions: Align leadership priorities to external boards and consortia that expand AWS’s influence in cloud marketplace.
• Cross-AWS collaboration and leadership: Engage as an integral part of the LT wherever necessary to drive the highest impact across AWS in pursuit of company and team objectives, including disparate business areas within both AWS and Amazon.
Role Requirements:
• High Performing Leader: Demonstrated performance in highly complex environments with an ability to think big, dive deep, and deliver results. Strong understanding of AWS customer requirements and business needs. Ability to work collaboratively and earn trust across our customers’ businesses, from the C-level to the technical user community. Self-starter who can navigate AWS’s internal environment to solve complex customer challenges and close deals. Exceptional cross-organization collaboration-building skills, including ability to partner with teams with multiple different priorities.
• Proactive Systems Thinker: Able to manage a high degree of complexity and to distil information, able to think both strategically at a global level as well as effectively developing key processes, and deliver and distribute information across multiple channels and mediums. Preference for experience in strategic planning.
• Culture Cultivator: Deep understanding of Amazon Culture of Innovation with a passion for fostering an inclusive and diverse culture through initiatives, training & education, communications, and implementing optimizations based on high-level goals.
• Project Driver: Project Management skills and ability to lead multiple high-profile projects of varying timelines simultaneously and across a distributed set of stakeholders without direct ownership of resources. Strong sales acumen and understanding of the customer decision-making process; ability to prioritize work and maintain good judgment in a rapidly changing environment and synthesize insights and next steps from a large amount of sometimes conflicting data to identify common patterns, meet customer requirements, and accelerate AWS’s business.
• Communicator: Exceptional written, presentation, and verbal communications skills that can be applied across organizational levels, including ability to build comprehensive, compelling, and actionable presentation and communication materials that span functions and groups.
- Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
- Experience building and leading large teams and have worked in matrixed operating structures
- Experience in written and verbal communication skills to communicate with technical and non-technical audiences, including senior leadership
- Project Driver: Project Management skills, strong sales acumen and understanding of the customer decision-making process
- Experience managing and developing high performance teams
- Knowledge of AWS or cloud technologies
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