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Sr. Mgr. GTM Specialists, Core Services, ISV

Job ID: 2667323 | Amazon Web Services, Inc.


Are you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, background in cloud computing and multiple technical domains such as edge, hybrid edge and hyper converged computing, HPC, networking, security, and IoT? Do you have the sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love building new strategic and data-driven businesses? Join the Worldwide Specialist Organization (WWSO) Core Services NAMER team as a Sr. Manager of Go-to-Market Specialists focused on Independent Software Vendors (ISVs)!

The Worldwide Specialist Organization (WWSO) is part of AWS Sales, Marketing, and Global Services (SMGS), which 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. We work backwards from our customer’s most complex and business critical problems to build and execute go-to-market plans that turn AWS ideas into multi-billion-dollar businesses. WWSO teams include business development, specialist and technical solutions architecture. As part of WWSO, you'll provide expertise across the entire life cycle of an AWS customer initiative, from developing ideas for new services to accelerating the adoption of established businesses. We pride ourselves on thinking big, delivering exceptional results for our customers, and working across AWS as #OneTeam.

Within WWSO, this position is a part of the Go-To-Market (GTM) Specialist team, where you will lead GTM strategy for AWS’ Core Services for Independent Software Vendors (ISVs) in North America (NAMER). We create sales plays, leverage partners, and build new initiatives that drive results for our customers. We provide critical feedback from customers to inform our product roadmap, and work closely with our partner network to build an ecosystem supporting our customers’ goals. In emerging areas, we play a critical role as the “first in” teams to build markets for new services, domains, or solutions. When a customer needs to innovate and requires a new way to leverage AWS, they count on us to innovate with them to build and deliver what they need.

Key job responsibilities
Manage a team of GTM Specialists and indirectly lead Sales and Specialized Solutions Architects to solve problems for your customers/technology domain.
Interact at the CxO/VP level, as well as developers and technical architects, to develop pipeline, secure lighthouse customers, drive top-line revenue, and explore strategic partnerships.
Develop and deploy sales motions and programs that leverage AWS Field Sales teams, as well as technology and consulting partner channels.
Collaborate with the Service and Technical teams to create solutions that solve customer problems, including reference architectures, patterns, automation, release plan, etc.
Collaborate with Marketing to develop and align digital marketing campaigns to drive awareness and demand.

We are open to hiring candidates to work out of one of the following locations:

Santa Clara, CA, USA


- 10+ years’ experience leading high performance teams in a matrixed environment
- 10+ years of relevant sales experience
- 7+ years of technology experience in technologies and domains such as cloud computing (EC2), Graviton, EC2 Spot Instances, Autoscaling, Security, Networking, Edge including CDN and WAF, hyper converged and hybrid edge computing, high performance computing (HPC) including batch platforms and job schedulers, and internet of things (IoT) covering connected devices in consumer and industrial devices.
- BA/BS degree required


- Exceptional interpersonal and communication (both written and verbal) skills with both technical and non-technical audiences.
- Established track record of building rapport with customer executives (e.g. CEO, COO, CIO, CTO, CMO), building close relationships, and closing large revenue accounts, ideally across multiple industries.
- Experience and success in negotiating complex deals with customers and partners. You've not only carried quotas, you've consistently exceeded them by doing the right thing for your customer.
- Experience in a heavily matrixed sales environment, including developing, implementing, managing, and executing cross-functional solutions-led go-to-market growth initiatives and sales motion. ·
- Deep understanding of cloud technologies, including public and hybrid cloud platforms.
- Technical background in engineering, computer science, or MIS a plus. ·
- Recognized industry expertise in primary discipline(s) with proven public speaking and media prowess.

Amazon is committed to a diverse and inclusive workplace. 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. For individuals with disabilities who would like to request an accommodation, please visit

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $174,300/year in our lowest geographic market up to $288,200/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. 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.