GSI Strategy Lead, Telecommunications Industry Business Unit

At AWS we are seeking an experienced Global Systems Integrator (GSI) lead to enable AWS growth via GSIs in our Telecommunications Industry Business Unit. In this role you will help drive our Telco GSI engagement strategy globally working with top GSIs and telco Communication Service Providers (CSPs) primarily in the US Canada and Europe. This role involves seasoned GSI engagement experience and program management responsibilities inclusive of fostering strong partnerships between AWS and GSIs navigating telco-GSI relationships maximizing value from GSIs creating/distributing GSI enablement to sales teams on a global scale and developing/delivering GSI- and account-level strategy.

Do you have experience working with GSIs and Telcos/CSPs Do you have a passion for driving large multi-faceted programs evangelizing knowledge transfer and stimulating collaboration As GSI Strategy Lead for the Telco Sales IBU you will work directly with the AWS Partner Organization (APO) GSIs IBU Telco Customers and the AWS teams who support those customers within the Telco IBU to drive AWS and GSI growth. Your responsibilities will include internal and external aspects. Internally you will represent the Telco IBU in partnering with the AWS APO organization learning and disseminating all relevant programs and investment mechanisms providing and managing feedback on internal programs and fostering improved collaboration with APO and the Telco IBU. Internally you will also work closely with the Telco IBU business development team to recommend and collaborate on strategy to strengthen partnership with GSIs as well as with the sales teams to provide enablement/education around available APO and GSI programs. In this role you will be a trusted advisor to all internal stakeholders providing recommendations on programs strategy collaboration and prioritization for all things related to GSIs. Externally you will work closely with the Telco team and leaders at top GSIs in the US Canada and Europe to identify prioritize and coordinate collaboration on specific AWSGSI initiatives joint go-to-market strategies joint account planning and large/strategic joint-proposals. The ideal candidate will have experience working for/with a large GSI implementing AWS/technology delivery specific to a Telco domain such as contact centers intelligent networks 5G core OSS/BSS modernization large migrations etc. They/he/she should have experience delivering alongside internal team members of all levels including at the executive level and previous experience driving external engagements at all levels of a customer org including at the CXO level. This individuals performance will be measured on AWS growth through joint-GSI opportunities which may include specific revenue targets and other KPIs.

We seek a passionate business development/strategist with a multi-disciplinary background spanning GSIs and telecom technology inclusive of traditional IT networks joint-go-to-market opportunities and cloud architecture - someone able to create programs through ambiguity ruthlessly prioritize and act as a trusted advisor to a large sales organization as they create the overarching GSI strategy for our telco customers globally.

The ideal candidate will have:
- Experience working directly with/for a Global Systems Integrator (GSI)
- Proficiency in cloud technology sales/transformation
- Experience working with sales teams basic understanding of sales revenue forecasts/pipelines and use of salesforce CRM
- Experience with/an understanding of telco business challenges revenue models and cloud economic impacts
- Experience working cross-functionally to create and deliver programs impacting 100 individuals
- Ability to articulate cloud concepts to senior and/or C-level stakeholders
- Proven track record achieving business goals and/or sales quotas
- Skill in problem solving written and verbal communications and analytics
- Skill in unifying cross-functional teams to deliver complex technology initiatives including managing all internal stakeholders relevant to sales motions
- Experience building and maintaining industry relationships

This is a unique opportunity to play a principal role collaborating with GSIs to reshape telco technology in the cloud era. This is a high-impact high-visibility role within one of AWSs most strategic verticals. As the GSI Strategy Lead you will help shape how AWS partners with the worlds largest integrators to drive digital transformation across telecommunications operators. You will have a unique opportunity to influence global strategy and create scalable partner models that deliver measurable business outcomes.

Key job responsibilities

- Work as a representative of the sales teams and of the customers cross-functionally across organizations within AWS and Amazon to deliver value
- Lead by example and provide org-wide contributions as a member of a broader sales leadership team representing a set of strategic accounts
- Own regular updates to leadership around revenue performance GSI relationships/opportunity performance and customer opportunity strategy
- Develop and execute against comprehensive GSI/territory plans
- Support partner business reviews alignment sessions and executive engagements with prioritized GSI partners
- Act as the primary conduit for sharing explaining and applying GSI-specific programs (funding co-sell plays) to AWS telco sales teams
- Create & articulate compelling value propositions around AWS services and GSI offerings
- Influence the sales teams to accelerate GSI and customer adoption supporting internal enablement to scale GSI knowledge and engagement best practices across AWS telco field teams.
- Collaborate closely with internal stakeholders in APO to understand the portfolio of GSI programs and ensure the AWS Telco teams are leveraging all relevant investment mechanisms and initiatives
- Work directly with GSIs to extend reach & drive adoption. Build strategic frameworks and GTM models that map to AWSs telecom solutions and GSI partner capabilities
- Support partner business reviews alignment sessions and executive engagements with prioritized GSI partners
- Orchestrate joint account planning sessions between GSIs and AWS field teams
- Define and document areas of joint engagement at specific telco accounts ensuring committed relationship mapping and clarity on value propositions
- Identify which GSI partners are best suited to co-deliver on priority telco solutions (e.g. contact center modernization network transformation digital BSS).
- Establish lean-in partner recommendations per solution domain to accelerate value delivery for telco customers
- Ensure customer satisfaction
- Expect moderate travel

- 7 years of direct sales or business development in software cloud or SaaS markets selling to C-level executives experience
- 7 years of business development partner development sales or alliances management experience
- 5 years of building profitable partner ecosystems experience
- Bachelors degree or equivalent
- Experience with/proven track record of working with or within GSIs with the ability to manage cross-functional and cross-organizational initiatives in a large organization
- Experience with/deep understanding of cloud transformation trends in the telco industry

- Experience developing detailed go to market plans
- Strong interpersonal and communication skills including the ability to influence at senior levels
- Experience selling cloud solutions at a software company or equivalent
- Experience selling joint innovation across diverse spheres of business (technology resale media sports devices technology)
- Experience with AWS and technology as a service (IaaS SaaS PaaS)
- Experience with AI/ML applications/transformation initiatives

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $128600/year in our lowest geographic market up to $212600/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge skills and experience. Amazon is a total compensation company. This position is eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Dependent on the position offered equity sign-on payments and other forms of compensation may be provided as part of a total compensation package in addition to a full range of medical financial and/or other benefits. For more information please visit This position will remain posted until filled. Applicants should apply via our internal or external career site.