Acquisition Business GTM​/BD Leader, AGS North America BD​/GTM

Description Application

Acquisition is a multi-billion business for AGS NAMER with thousands of large enterprises and ten-of-thousand mid-market enterprises and ISV customers. This role will lead go-to-market (GTM) and business development (BD) initiatives for the Acquisition business, reporting directly to the NAMER BD/GTM Director. Acquisition of new customers and growing them from early stage to engaged AWS customers is a strategic priority and a key lever to drive future NAMER business growth by developing and growing customers of tomorrow.

The role will partner with the acquisition focused field and scale segment sales leaders (and their account teams), WW program teams focused on customer acquisition, NAMER GTM/BD, NAMER and WW Specialist teams, pan-Amazon corporate development team, technical field teams, professional services, partners, and NAMER sales strategy to deploy world-class GTM plan and BD initiatives to meet the business objectives and goals for the Acquisition business in NAMER.

The role owns acquisition business GTM plan and execution, including deploying initiatives relevant to NAMER from the WW acquisition program teams, incubating NAMER specific new business development initiatives, taking what’s working and turn it into scaled sales motions (e.g. AI-focus, Pan Amazon by persona, multi-cloud, VMWare migrations, etc.) partnering with the sales leaders, and taking ownership of removing sales and customer experience blockers and friction points prioritized for the Acquisition business.

Success is measured by customer progression to engaged, pipeline creation and launch, and revenue growth for the Acquisition business, including pipeline creation and launch driven from the prioritized BD and sales motions in the GTM plan.

The right candidate has led GTM on a significant scale, preferably for cloud and AI services and solutions for large enterprises. The candidate should have direct experience incubating BD motions and scaling them to successful sales motions for both technology and line of business personas, and for both platform and solution selling. Prior experience delivering business advisory or strategic transformation engagements to enterprise customers with cloud and AI services as the technical foundation is a strong plus.

Prior experience leading GTM for an acquisition business is a strong plus. The candidate operates with high judgment, navigates ambiguity, and translates customer signal into structured incubation and effectively scales what works. The candidate is right a lot, invents and simplifies, builds and operates from a strong earns trust foundation with stakeholders, dives deep based on data and customer anecdotes, and delivers results in a complex matrix environment.

Competency with AI productivity tools and modernizing GTM for the acquisition business leveraging these tools, for fast, nimble GTM execution – both proactive and reacting quickly to seize market moments – is a big plus.

• Lead GTM and BD for the acquisition business
• Own developing, activating, and delivering on the GTM plan for the acquisition business, including prioritized output and input goals for the business agreed to as part of the plan
• Incubate new BD motions based on customer signals in partnership with sales and relevant stakeholders
• Package what works into sales motions, activate and enable sales, scale across the business and deliver results
• Build closed loop mechanisms to rapidly respond to external and internal signals to turn them into business opportunities
• Own business review mechanisms for the Acquisition business, including taking the pen on the business review documents and contributing NAMER inputs into worldwide review mechanisms for the Acquisition business. Lead Acquisition business review with sales leaders with the NAMER VP and leadership team (LT)
• Embed/harness AI tools for all aspects of Acquisition Business GTM planning and execution to multiply personal impact

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