Self-built platform 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.

We are seeking a highly skilled and experienced Go-To-Market Specialist (GTMS) to lead our efforts in driving customer adoption and success with AWS's self-managed and managed data and analytics services. In this role, you will be responsible for developing and executing a comprehensive go-to-market strategy that encompasses both self-managed and managed workloads, with a focus on maximizing revenue growth and customer satisfaction.

Key job responsibilities
1. Domain Expertise Development:
Build and maintain deep technical expertise in AWS's services especially data and analytics services, including self-managed solutions like Apache Spark on EC2 with S3, as well as managed services like Amazon Redshift and Amazon EMR.
Stay up-to-date with industry trends, customer requirements, and competitive landscapes to ensure AWS's offerings remain competitive and aligned with customer needs.
2. Holistic Workload Strategy:
Develop and implement a holistic go-to-market strategy that addresses customers' self-built platform workload requirements, regardless of whether they choose self-managed or managed services.
Collaborate with cross-functional teams, including sales, product management, and partner teams, to create compelling value propositions and sales plays that highlight AWS's end-to-end capabilities.
3. Customer Engagement and Advisory:
Engage with customers proactively, acting as a trusted advisor to understand their specific workload requirements and provide tailored recommendations for self-managed and managed solutions.
Leverage AWS's partner ecosystem, professional services to deliver comprehensive solutions that address customer objections and drive workload migrations to AWS.
4.Revenue Growth and Measurement:
Drive revenue growth for AWS's data and analytics services, including both self-managed and managed workloads, by identifying and pursuing untapped opportunities.
5.Cross-functional Collaboration:
Foster close collaboration with AWS service teams, product management, and other stakeholders to ensure alignment on product roadmaps, feature prioritization, and customer feedback.
Contribute to the continuous improvement of AWS's data and analytics offerings by providing valuable insights and recommendations based on customer interactions and market trends.
To excel in this role, you should have a strong technical background in data and analytics technologies, proven experience in developing and executing go-to-market strategies, excellent communication and presentation skills, and a deep understanding of customer needs and industry trends.

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