GCR IoT Go-to-market Specialist

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.

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.

Amazon Web Services offers Internet of Things (IoT) services and solutions to connect and manage billions of devices. Collect, store, and analyze IoT data for industrial, consumer, commercial, and automotive workloads. Accelerate innovation with the most complete set of IoT services scale, move quickly, and save money, with AWS IoT. From secure device connectivity to management, storage, and analytics, AWS IoT has the broad and deep services you need to build complete solutions.

We’re looking for an accomplished Go-to-Market Specialist (GTMS) to play a big role on the Worldwide Specialist Organization (WWSO) focused on driving adoption and revenue for AWS IoT offerings.

As a GTMS, your responsibilities will include partnering with the AWS IoT Services teams to define key market segments to target, driving the necessary business and technical relationships with customers and partners to establish new business in those markets, and enabling the sales team drive the day-to-day interactions with prospects in order to build long-term business opportunity around AWS IoT.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and architects. The candidate should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and bias for action is a must.

Key job responsibilities
•Work closely with the customer base to ensure they are successful using our web services, making sure they have the technical resources required; serve as a key member of the AWS WWSO (Worldwide Service Specialist Organization) team in helping to drive overall AWS market and technical strategy as it relates to Amazon IoT
•Help define the AWS market segments, customer base, and industry verticals we target to grow the business; set a strategic business development plan for target markets and ensure it's in line with the AWS strategic direction.
•Execute the strategic business development plan while working with key internal stakeholders (e.g. account teams, service teams, marketing, legal, support, etc.); identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case; fill the business development pipeline by engaging with prospects, partners, and key customers.
•Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for customers; prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers; manage complex contract negotiations and liaison with the legal group.
•Develop long-term strategic partnerships in support of our key markets; handle a high volume of engagements and the fast pace of the cloud computing market; other tasks related to drive IoT business growth.

A day in the life
BASIC QUALIFICATIONS

•Business level communication in both Mandarin and English is a must; 7+ years of cloud, technical or digital business development experience; 3+ years of IoT product management and Go-to-market to drive business.
•Strong presentation, sales, and negotiation skills. Ability to communicate effectively with both technical and non-technical audiences at the C level; experience communicating effectively across internal and external organizations for complex mission-critical solutions.
•Experience using and adapting to new technologies; meticulous attention to detail: ability to juggle many tasks in parallel without lowering your quality bar.

PREFERRED QUALIFICATIONS
•Excellent business judgement and the demonstrated ability to think and act both strategically and tactically.
•Ability to succeed in a fast-paced, innovative, and rapidly evolving industry and business organization.
•Experience on how customer use IoT to run enterprise workloads such as Database, Big Data / Analytics, AI / ML, Data Management in modernized IT environment.
•Experienced with account management (Enterprise, Small and Medium Business, and startup) and solution selling ability.

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

- Experience in online advertising or high-tech products/services

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