Are you energized to create new markets for Artificial Intelligence (AI), Machine Learning (ML), and Deep Learning (DL) technology? Do you love building new businesses? Are you excited to build and manage a global team of high performing Go To Market professionals growing new markets for ML? Are you passionate about customer success?
AWS is seeking a Head of Machine Learning, Sales and Business Development, to define, build and lead the go to market efforts at AWS to commercialize the AWS AI and ML services. As a Senior Leader on the AWS Incubation BD team that is responsible for defining, building and deploying effective and targeted programs to accelerate broad based sales and business development activities for emerging AWS services you will lead the BD and sales team incubating the AWS ML business.
You and your team will be the outward face of AWS ML. You will be the leading voice of AWS ML among our customer base. You will lead incubation and market development of the AWS machine learning services including Amazon SageMaker, Amazon Personalize, Amazon Textract, Amazon Rekognition, and the rest of the AWS ML portfolio. The Business Development Managers (BDMs), Sellers, and Solution Architects you will manage work with the AWS field directly on specific customer opportunities and deployments. The team directly interfaces with the AWS ML product management and software development teams on customer and partner requirements. The Head of ML Business Development will be vital to ensuring smooth and effective cross functional collaboration by the ML BD team across all relevant AWS go to market teams.
You will define the go to market strategy (GTM) for the AWS machine learning business and lead your team of ML BDMs and Specialist Sellers to execute that vision. The team defines and drives the process that the organization follows to accelerate sales and partner engagements of the AWS machine learning portfolio. Your team's work will directly help our customers to reinvent their own business models by harnessing the power of machine learning technologies. The BDMs on the team synthesize data and information gathered from these customer and partner engagements into the AWS GTM strategy for machine learning that will successfully commercialize the AWS ML portfolio. This entails deriving succinct findings, developing strategic insights, and persuasively communicating those findings and perspectives from customer engagements to product and sales teams, including senior management. The Head of ML Business Development will oversee this process across the team of BDMs and ensure that each BDM has developed the proper GTM strategy for their ML product and implemented the mechanisms to successfully track and execute that GTM.
The successful candidate will be a broad leader - part market maker, part operator and part general manager. This leader will build a strategy focused on winning new customer segments and growing existing customer segments for the long term. As a self-starter willing to operate in a multifaceted way, you should also have experience in market development of cloud infrastructure and/or enterprise applications. The right candidate must possess top of the line leadership skills with the ability to execute on key business initiatives. The role will require working with the overall ecosystem to help secure lighthouse customers, drive top-line revenue for new services, and develop strategic partnerships. This is an exciting opportunity to own the global go-to-market definition and execution of AWS's strategy for AWS Machine Learning.
The ideal candidate will possess a business and machine learning or data analytics background. And will have a foundation of having directly driven customer engagements and interactions at the highest levels of large enterprises and technology partners. The candidate will have the technical depth and business experience to easily communicate the benefits of ML services, platforms and frameworks in the AWS cloud to IT architects, engineering teams, and C-Level executives. The ideal candidate will have a demonstrated ability to think strategically and long-term about the needs of complex global businesses. The ideal candidate will also be deeply familiar with complex legacy IT environments, managed enterprise IT infrastructure services, enterprise applications, and has done market analysis, deal negotiation and construction, and business operations. The candidate will have a background that enables them to create scalable programs that apply holistic approaches to selling to enterprises and enterprise partners. Finally the candidate will have experience managing high performance teams, ideally across virtual or geographical disperse teams.
Roles & Responsibilities: * Manages the team of AWS Machine Learning Business Development Managers, Sellers, and Solution architects bringing Amazon SageMaker, Amazon Rekognition, Amazon Personalize, Amazon Forecast, and the other AWS ML services to market; * Engages the team to define, build and deploy enterprise focused sales and business development campaigns around the AWS ML services offering; * Engages, supports and scales business development and sales teams across AWS to be capable of delivering the AWS machine learning platform value proposition to enterprise customers and partners; * Drives the team to engage and drive scale at engaging enterprise customers and partners directly about the AWS machine learning platform; * Proactive ability and expertise in setting customer discussions via AWS sales and partner teams; * Cloud managed services, machine learning and/or data analytics expertise and is experienced handling and scaling teams selling these technologies to enterprises and enterprise partners; * Exhibits expertise and drives field and partner readiness for enterprise customers; * Engages in senior level customer meetings to discuss customer's business issues and explores how the AWS machine learning platform can help address and resolve these issues; * Serves as an evangelist for the AWS machine learning platform within AWS, and externally; * Develops a standard market intelligence framework and dynamic analytic model to be utilized by the AWS sales, business development and marketing teams; * Brings various stakeholders together to help build collective mindshare in augmenting the AWS machine learning platform; * Establish ways to measure and track metrics related to adoption of the AWS machine learning platform and to make improvements to the approach based on those measurements; * Prepare and give business reviews to the senior management team regarding progress and metrics.
Basic Qualifications * The right person will be analytical, and possess 10-15 years of enterprise IT selling and/or business development with hosted, managed or preferably cloud managed machine learning or data analytics technologies; * 5+ years managing high performance sales, business development, technology alliances or product teams in a technology industry; * Solid enterprise negotiation skills; * Strong business and financial acumen; * Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business; * Experience with, and detailed knowledge of machine learning or data analytics markets and insights related to ML, analytics, cloud computing, databases and/or IT; * Strong verbal and written communications skills are a must, as well as leadership skills. * Demonstrated ability to work effectively across internal and external organizations is key
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