China Regions GTM Specialist, GCR SSO - Beijing

Job Description

About Amazon Web Services Since 2006, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud. AWS has been continually expanding its services to support virtually any workload, and it now has more than 240 fully featured services for compute, storage, databases, networking, analytics, machine learning and artificial intelligence (AI), Internet of Things (IoT), mobile, security, hybrid, media, and application development, deployment, and management from 105 Availability Zones within 33 geographic regions, with announced plans for 18 more Availability Zones and 6 more AWS Regions in Malaysia, Mexico, New Zealand, the Kingdom of Saudi Arabia, Thailand. Millions of customers—including the fastest-growing startups, largest enterprises, and leading government agencies—trust AWS to power their infrastructure, become more agile, and lower costs. To learn more about AWS, visit aws.amazon.com.
AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

[AWS China Introduction] Amazon Web Services came to China in 2013, and has been relentlessly investing and expanding our infrastructure and business since then. Amazon Web Services launched its China (Beijing) Region (operated by Sinnet) in September 2016 and its China (Ningxia) Region (operated by NWCD) in December 2017. In 2019, Amazon Web Services added a new region in Hong Kong, making China the only country with three Amazon Web Services regions aside from the U.S. In 2022, Amazon Web Services launched Local Zone in Taipei. Amazon Web Services has also established an AI lab in Shanghai and two IoT labs in Shenzhen and Taipei. The Amazon Web Services Partner Network has thousands of Partners in China. Amazon Web Services has supported over 10,000 local startups and has provided cloud skills training to over 700,000 talents. Amazon’s first two utility-scale renewable projects—a solar farm and a wind farm—are also generating clean energy to the country’s grid.

AWS is seeking a Go-To-Market Specialist (GTMS) for the China Regions. The GTMS will be responsible for defining, building, and deploying effective and targeted programs to accelerate broad-based sales and business development activities in the China Regions. The GTMS will facilitate the enablement of business development, sales, and solution architects with specific customer-centric value propositions and will directly interface with the product management and development teams regarding customer and partner requirements.

The GTMS will work closely across multiple internal and external organizations – AWS Business Development, Sales, Marketing, Partners, and communities – to position the AWS offerings for customers and partners in the China Regions, and provide guidance on the value proposition and benefits for those customers and partners. The GTMS will directly help our customers reinvent their own business models by harnessing the power of AWS technologies, driving specific adoption and deals with key customers in the China Regions.

The proposed role would focus on the following key responsibilities: Drive Opportunities and Win Targeted Deals: Identify and pursue new business opportunities within the China Regions; Collaborate with cross-functional teams to drive lighthouse cross-selling initiatives; Explore and acquire new customers in collaboration with account teams, expanding our customer base Build Holistic Enablement Assets: Develop holistic service solutions tailored to the unique needs of the Chinese market; Create enablement resources and training materials to empower our account teams; Provide ongoing support and guidance to ensure successful customer engagements

By adding this dedicated resource, we can better address the specific requirements of the China Regions market, drive revenue growth, and enhance our competitive edge. This investment will position us for long-term success and solidify our commitment to delivering exceptional service to our Chinese customers.

Key job responsibilities
- Engage in senior level customer meetings to drive Cloud adoption. Diving into customer’s business challenges and executing strategies on how the AWS services can help address and resolve these challenges.

- Serve as an evangelist for the AWS platforms within AWS and externally.

- Define, build and deploy enterprise focused sales and business development campaigns around the AWS offering. Engage, support and scale business development and sales teams across AWS to be capable of delivering the AWS value proposition to customers and partners.

- Develop a standard market intelligence framework and dynamic analytic model to be utilized by the AWS Sales, Business Development and Marketing teams. Bring the various stakeholders together to help build collective mindshare in augmenting the AWS

- Establish mechanisms to measure and track metrics related to adoption of the AWS, and execute improvements to the approach based on those measurements. Prepare and deliver business reviews to the senior management regarding the AWS business.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

AWS is committed to a diverse and inclusive workplace to deliver the best results for our customers. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status; we celebrate the diverse ways we work. For individuals with disabilities who would like to request an accommodation, please let us know and we will connect you to our accommodation team.

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Basic Qualifications:

- 3+ years of business development, partnership management, or sourcing new business experience
- Bachelor's degree or equivalent
- Experience using data and metrics to determine and drive improvements

Preferred Qualifications:

- Master's degree or equivalent