Global Services (GS) plays a central role in our customers’ transformative cloud journeys, deeply integrating people expertise and technology capabilities at scale to shape customers’ end-to-end experiences with AWS. Across our key customer adoption success services - Training & Certification, Professional Services, Support Operations, Managed Services and Security - our builders make an impact every day across millions of individuals and thousands of customers ranging from Start-ups to Enterprises. Together with AWS Partners, our work enables and accelerates customers, unlocks value, drives AWS adoption, and helps transform businesses and public sector organizations across the globe, and we are propelled by our pursuit to be a differentiator when customers are evaluating cloud providers. The impact Global Services has on customers is as diverse as it is significant, helping them upskill their workforce, and with landing, operating, modernizing, and transforming their workloads on AWS, with value-add partners and security embedded throughout.

The Global Services Go-To-Market (GTM) Integration Leader drives the seamless integration of Global Services (GS) offerings and solutions into the broader AWS sales, marketing, and go-to-market motions. This role acts as a critical bridge between GS and the various teams across AWS including Business Development, Solution Specialist, Industry Specialist, Solution Architect, Customer Solutions Manager, Partner Success Manager, Investment Program Teams, and other teams within AWS Sales, Marketing, and Global Services (SMGS) that own and execute on different GTM motions and mechanisms. The person will work closely with these teams to ensure GS services and solutions are embedded into the relevant GTM activities, driving demand generation and pull through for GS services/offerings.

This role will identify GTM motions/mechanisms across SMGS and prioritize relevant ones based on research and anticipated customer and GS impact. A person in this role requires strong “learn & be curious” to understand the customer needs and challenges across the GTM motions/mechanisms existing in SMGS, and identify if and how GS services/offerings can be a value-add to be part of an existing GTM motion/mechanism or as part of customer “call(s)-to-action” following the GTM motion/mechanism. A person in this role needs to deeply understand GS services/offerings and the target GTM motions/mechanisms, and when required, work with the GS product teams to develop new or shape and existing GS offering(s) to purpose-fit the target GTM motions/mechanisms. The role will also put in place metrics and KPIs to measure the impact of each GS services/offerings integration with an existing GTM motion/mechanism. The best candidate must be comfortable influencing cross functional global teams in dynamic organizations as most of the responsibilities will have dependency on other teams, and leading and influencing in a virtual environment.

The right candidate will have demonstrated experience and familiarity with broad types of routes to market, and a track-record of delivering results through discovering and scaling through existing or new routes to market. Relevant experience in go-to-market, business development, sales, product, and/or GTM/sales functions in a technology products organization in a scale-oriented role is required. Experience with AWS services and how various capabilities in GS help drive AWS adoption will also be helpful for a fast-start. The candidate will need a strong analytical acumen, synthesis, structuring, and problem-solving skills to translate ambiguous and incomplete information into actionable mechanisms and deliver results with demonstrated experience in cross-functional stakeholder management and alignment, strong communications, a strong data/metrics bias, as well as a customer-obsessed, collaborative approach.


Key job responsibilities
• Identify and prioritize potential routes to market across SMGS and GS for GS services/offerings.
• Engage owning teams for these routes to market, GTM motions, and mechanisms to understand their target customers and customer needs serviced by these routes to market/GTM motions/mechanisms.
• Develop a better together or a follow-on call-to-action proposition and campaign planning, leveraging GS services/offerings for the routes to market, GTM motions, and mechanism owners for their target customers.
• As necessary, work with the GS product teams to shape and/or develop purpose-fit GS offerings to integrate into these existing routes-to-market, GTM motions, and mechanisms.
• Drive demand generation activities and pipeline development for GS offerings by aligning them with the GTM priorities and focus areas of the broader SMGS teams.
• Analyze market trends, customer needs, and competitive landscape to identify opportunities for GS services and solutions to be leveraged in the GTM strategy.
• Measure relevant metrics and KPIs to understand impact and make iterative improvements.