Head of SMB Germany, AWS SMB EMEA

At AWS were seeking an exceptional leader to head our Small and Medium Business (SMB) segment in Germany. This strategic role offers the opportunity to drive the growth and transformation of Germanys economic backbone - the Mittelstand and emerging digital champions - through cloud technology. Leading a 50-person cross-functional organization including sales solutions architecture demand generation and partner teams youll shape how German businesses innovate and compete in the digital economy.

The Role:
As Head of SMB youll be responsible for developing and executing the segment strategy across Germany managing a 150M business with strong year-over-year growth targets. Youll lead a diverse team of professionals across multiple functions fostering a culture of innovation operational excellence and customer obsession.

Key Responsibilities:

Strategy & Business Leadership:
Define and execute the strategic vision for AWSs SMB business in Germany
Drive revenue growth and cloud adoption across the segment
Build and maintain executive relationships with key customers and partners
Develop and implement go-to-market strategies across different customer segments (SPA SWARM SCALE)
Collaborate with EMEA leadership to align regional and segment strategies

People Leadership:
Lead mentor and develop a 50-person cross-functional team
Foster a high-performance culture balanced with employee development and well-being
Drive talent acquisition and retention strategies
Implement effective organizational structures and operating mechanisms

Operational Excellence:
Manage complex sales operations and pipeline development
Drive operational rigor through metrics and accountability
Implement and optimize sales methodologies (MEDDPICC)
Ensure effective collaboration across sales technical and partner teams

Partner Ecosystem:
Develop strategic partnerships to scale the business
Drive partner-attached revenue growth
Build and maintain relationships with key system integrators and ISVs

15 years of enterprise technology sales/business leadership experience
7 years of people management experience leading large cross-functional teams
Track record of consistently delivering results in a high-growth environment
Strong understanding of cloud computing and digital transformation
Fluent in German and English

Experience leading SMB/commercial segments in enterprise technology
Deep understanding of the German Mittelstand and its digital transformation journey
Track record of building and scaling successful partner ecosystems
Experience managing P&L responsibility of 100M
Strong executive presence and communication skills
MBA or relevant advanced degree
History of implementing successful change management initiatives
Experience with AWS or cloud services

Leadership Principles alignment:
The ideal candidate will demonstrate strong alignment with AWS Leadership Principles particularly:
Customer Obsession
Bias for Action
Deliver Results
Hire and Develop the Best
Learn and Be Curious

The role will be based in Munich with regular travel across Germany required.

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