India Head of Scale

AWS Global Sales (AGS) 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.

At Amazon our mission is to be the earths most customer-centric company. To achieve this we need exceptionally talented bright and driven people. Amazon Web Services (AWS) a leader in cloud computing is a place where motivated employees thrive and where employee ownership and accountability lead to meaningful results. AWS provides highly reliable scalable low-cost infrastructure services in the cloud that power hundreds of thousands of businesses globally.

The IndiaScale business is the incubation engine for future customers of AWS. The primary charter of Scale is to acquire new greenfield customers and drive the customer activation flywheel by educating activating and grow new and low-billing customers with an intent to build them into future strategic and high-value customers contributing to revenue diversification and long-term business growth for AWS. The Scale team is also the talent hub for future leaders across Amazon. We are looking for a leader with a builder mindset who can define the vision and drive the development of our demand generation engine (called the Cloud Sales Center). In addition the role will be responsible for the overall scale motion in India including interlocking with Partner teams to reach the widest gamut of customers. As the India Scale leader your primary objective is to build inside sales teams that can effectively generate and follow up on leads prospect new customers and close sales opportunities at a high velocity. To do so you will design the Cloud Sales Center operating model and be responsible for defining and establishing a governance structure and processes to ensure operational excellence and consistent delivery of high-quality results. You will also need to be able to hire develop and motivate teams to deliver results and strive for the highest standards.

The ideal candidate is a leader with at least 10 years of experience in technology related sales or business development roles and has experience building and coaching high-performing sales teams. He/she will have a solid understanding of demand generation inside sales functions partners and marketing the ability to combine all these functions into a seamless demand generation engine is critical to the success of this role. The ideal candidate is highly results-oriented takes initiative and can earn trust and influence cross functional teams.


Key job responsibilities
-Define & Iterate Scale Strategy and GTM operating model
-Own the execution and operationalization of the Scale GTM model to innovate and address local and time sensitive market trends/opportunities.
-Establish governance processes/cadences and work with regional leaders to ensure alignment with APJ level guidance
-Help shape strategic alignments enablement and operating models with our Partners as part of our Partners Everywhere approach


About the team
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- 10 years of technology related sales business development or equivalent experience
- 8 years of sales team management experience
- Experience working in/with demand generation and inside sales functions (sales activities metrics compensation model team management hiring and development of sales reps)
- Deep understanding of Partners and Marketing and how to leverage these two pillars to achieve non-linear scalability
- Demonstrated ability to work within a matrix environment and work with stakeholders across different functions and geographies to achieve a common goal
- Strong analytical skills with the ability to use data and trends to articulate business needs and make recommendations to the business
- Exceptional written and verbal communication skills

- Knowledge of cloud computing IT infrastructure and different programming languages
- Experience hiring and developing strong talent and building a team
- 10 years of in quota-carrying field sales role experience
- Bachelors degree in a relevant field or equivalent work experience
- Experience selling cloud solutions at a software company or equivalent
- Experience in demand generation and inside sales at a technology company
- A technical or educational background in engineering computer science or MIS
- MBA/MS degree in relevant field

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