Head of Startup Sales, Japan

Job  | Amazon Web Services Japan GK

Would you like to lead segment sales, strategy, planning and go-to-market for startup businesses at AWS? Do you have both technology depth and breadth, and business savvy to influence senior execs, technologists, product leaders, and customers CxOs? Do you enjoy leading sales teams, and developing/maturing mechanisms to execute and deliver on ambitious business plans? Do you thrive in taking ambiguous ideas, opportunities, or problems and turning them into data‑driven plans and initiatives to meaningfully impact customers?

Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world’s largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world‑changing ideas are possible, at any stage of growth or level of funding.

This is why more startups, and over 80% of unicorns, build on AWS.

As the Area Sales Leader for our Startup businesses, you will have an exciting opportunity to shape the strategy to help Startup businesses adopt and transform using the AWS Platform. Your responsibilities will include driving revenue growth, adoption and market segment penetration. The ideal candidate will possess a sales management background with engagements at the CxO level, manage a sales pipeline, and lead AWS Sales Representatives.

Additional responsibilities include developing/maturing cross‑functional go‑to‑market execution mechanisms, partnering with functional teams (BD, Marketing, Partner, Solutions Architecture, Sales Enablement, Sales Operations, Services/Product, etc.) to measure and monitor progress against the business plan, publishing segment business performance metrics, identifying signals/gaps/opportunities and developing well researched data driven narrative recommendations for new initiatives and investments, or improving/retiring existing mechanisms.

• Drive revenue growth and key input metrics for AWS, meeting or exceeding revenue targets, opportunity creation, acquisition and growth goals
• Lead annual business and go‑to‑market planning for the Startup business segment, including developing mature cross‑functional engagement mechanisms for planning and execution
• Engage with customers to educate, accelerate and grow their use of the AWS cloud to support their business outcomes
• Develop and mature mechanisms to deeply understand local Startup customer needs, gaps, and opportunities
• Incubate new strategic initiatives, and hire teams/resources to transition and scale incubation initiatives

Additional responsibilities include developing/maturing cross‑functional go‑to‑market execution mechanisms, partnering with functional teams (BD, Marketing, Partner, Solutions Architecture, Sales Enablement, Sales Operations, Services/Product, etc.) to measure and monitor progress against the business plan, publishing segment business performance metrics, identifying signals/gaps/opportunities and developing well researched data driven narrative recommendations for new initiatives and investments, or improving/retiring existing mechanisms.

You must be comfortable with leading and influencing cross functional global teams in dynamic organizations as most of your responsibilities will have interdependencies with other teams within AWS.

• Possess 15+ years of enterprise systems, business development and program management experience
• Have 5+ years senior management experience with strong leadership skills in coaching and developing a sales organization
• Demonstrated ability to engage with and influence C‑level executives in both customers, partners as well as VCs/investors
• Strong verbal and written communications skills in both Japanese and English are a must

• Consistently exceeds key performance metrics
• Strong communication skills, including presentation skills and the ability to articulate complex concepts to cross functional audiences, verbal and written communications skills, as well as the ability to collaborate effectively across internal and external organizations.
• Strong technical competency in the areas of cloud computing, Software as a Service, web services and enterprise software
• Experience working within the enterprise software development industry is an advantage
• Experience running a startup or working in a startup through various life cycles to demonstrate empathy with founders
• Demonstrated though leadership in the startup community, seen as a technical or business leader

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