AWS Sales, Marketing, and Global Services (SMGS) 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.

As the APJ SMB & Greenfield Business Development Manager within the APJ Partner Programs organisation, you will be at the forefront of this transformative journey, driving strategic partnerships and unleashing the full potential of the cloud for customers through Partners.

You will work closely with our partners to help locate and engage customers start their cloud journey on AWS (customer acquisition), and then help them grow on AWS as they adopt more services to serve their business/ customer needs.

You will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and broad use of Amazon Web Services within the portfolio of partners and solution providers. Your broad responsibilities will include 1) helping to define and execute against our partner SMB & Greenfield GTM strategy for APJ 2) helping partners drive new customer acquisition and growth in their greenfield business 3) leveraging all available programs, investments, and tools, in order to support long-term investments from our partners.

The ideal candidate will possess both a business background that enables them to drive an engagement and interact at the partner executive level, as well as a technical background that enables them to guide partners to engage their customers with the right AWS offerings and solutions. You should have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and strong in delivering results. You should also be a data-driven individual, who has experience solving complex problems, has high standards, and operates well in an ambiguous environment.

Key job responsibilities
- Develop and execute APJ GTM strategy for Small and Medium Businesses (SMBs) and Greenfield segments with partners.
- Lead APJ delivery of global GTM segment goals, focusing on Greenfield Conversions and SMB customer acquisition and revenue.
- Engage strategic partners to develop Greenfield business and understand partner needs for customer engagement.
- Manage SMB & Greenfield initiatives and incentive programs, including budget decisions, partner prioritization, and driving local engagement.
- Prepare and present business reviews to senior management on progress and potential roadblocks.
- Act as APJ subject matter expert (SME) for GTM strategy, coaching partners on SMB and Greenfield Enterprise GTM initiatives.
- Collaborate with cross-functional AWS teams to maximize impact of programs, strategic agreements, and incentives.
- Ability to travel 10 to 15% as necessary to implement programs, meet with partners, customers, account teams.

A day in the life
Your role is a catalyst for innovation, fostering strategic partnerships that drive digital transformation and accelerate customers towards unprecedented growth and success in the SMB & Greenfield segments.
You will engage with partners to understand their unique business model, goals, and capabilities, identifying areas for growth. Collaboratively, you will develop business plans, go-to-market strategies, and value propositions aligned with customers’ needs. Throughout the sales cycle, you provide coaching to partners, leveraging AWS’s resources to help partners navigate complex opportunities and deliver tailored solutions. You will conduct regular performance tracking, constructive feedback, and continuous improvement initiatives to further empower partners to optimize operations and achieve their objectives.

About the team
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Internal job description