Does the challenge that comes from leading and driving large, cross-organizational projects and initiatives for one of the largest Cloud providers excite you? Do you enjoy working in an entrepreneurial environment solving complex problems and delivering innovative solutions?
We are seeking a senior sales leader to build and lead our dedicated European Sovereign Cloud (ESC) Specialist Sales Team. This specialized team focuses exclusively on supporting European AGS, AWSI, and WWPS ESC sales across both partners and customers, enabling deep specialization in ESC-specific requirements, pipeline development, and EU national government procurement/policy/regulatory compliance. Reporting directly to the ESC Operating MD, this role will be responsible for achieving committed contracts and pipeline generation.
The AWS European Sovereign Cloud is a new, independent cloud for Europe, designed to help public sector organizations and customers in highly regulated industries meet their evolving sovereignty needs. The AWS European Sovereign Cloud will provide customers the capability to meet stringent operational autonomy and data residency requirements.
Key job responsibilities
• Team Leadership and Development: Build and lead a dedicated ESC specialist sales team comprising both partner and customer sales specialists. Drive operational excellence and strengthen strategic alignment across all AWS ESC sales efforts. Provide coaching, mentoring, and guidance to drive performance and professional growth.
• Strategic Customer Influence and Adoption: Drive European Sovereign Cloud adoption through strategic influence and collaboration with account teams who own the customer relationships. Partner with account managers to identify and pursue sovereign cloud opportunities. Act as the subject matter expert to help position sovereign cloud solutions, overcome blockers, and accelerate customer adoption. Build trusted relationships with key stakeholders across the account teams to ensure sovereign cloud solutions are effectively positioned in customer engagements. Provide thought leadership and expertise to help account teams navigate complex sovereign cloud requirements and drive successful customer outcomes.
• Strategic Engagement and Influence: Drive strategic relationships with C-level executives and technical decision-makers. Act as a trusted advisor to provide sovereign cloud expertise and value propositions. Take a leadership role proposing and closing large deals.
• Customer Success and Relationship Management: Foster and develop strategic customer relationships to accelerate adoption of sovereign cloud solutions. Identify customer needs and challenges while providing technical and business guidance to support customer success.
• Strategic Planning and Analysis: Contribute to the development of multi-year strategic roadmaps. Analyze market trends and customer feedback to inform strategy and collaborate with BI/Sales operations to leverage data insights for decision-making.
• Cross-functional Collaboration: Drive alignment across multiple stakeholder groups and facilitate effective communication and collaboration between different business units.
• Business Growth and Innovation: Identify and develop new business opportunities through influence and expertise. Provide thought leadership in sovereign cloud solutions and support sales teams in complex deal structures and negotiations.
• Operational Excellence: Drive best practices and process improvements while ensuring alignment with compliance and regulatory requirements. Contribute to the development of scalable approaches for business growth.
• Stakeholder Management Build and maintain strong relationships with internal and external stakeholders. Demonstrate AWS leadership principles in all interactions while maintaining effective communication channels across all levels.
- 8+ years of sales experience
- Proven experience in complex enterprise sales within the European market
- Deep understanding of EU government procurement processes and regulatory requirements
- Experience managing teams to achieve significant revenue targets ($200M+)
- Experience of develop long-term strategic relationships with key accounts.
- Experience analyzing data and best practices to assess performance drivers
- Experience planning, managing and closing competitive sales efforts and managing deals from negotiation, to closing and through delivery
- Experience proactively growing customer relationships within an account while expanding their understanding of the customer's business
- A proven track record of implementing, delivering large projects and communicating effectively at executive level
- EU citizenship and residency required
- Business fluency in German and English
- Ability to organize and manage multiple tasks simultaneously
- Experience working in a global team environment with multiple time zones
- Ability to handle changing priorities and use good judgment when working in stressful situations
- Demonstrated ability to formulate data driven decisions that lead to results
- Experience in sovereign cloud solutions or similar highly regulated environments
- Knowledge of European public sector procurement frameworks
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