Create, and manage a strong GTM motion with strategic FSI-focused ISVs. Driving LoB conversations with industry solutions, tailor made to solve business challenges, will be key to drive cloud adoption. Candidate in this role will have to curate strategic ISVs and drive a strong GTM motion in collaboration with them and the partner team.
Key job responsibilities
Manage key Financial Services ISV(s) focused on India, while based out of Mumbai or Bangalore.
Identify key business challenges in BFSI, ISVs that provide credible solutions, and work with a ‘hunter’ mindset to onboard these business critical ISVs to work with AWS by elevating the quality and depth of our engagement with these companies.
Knowledge of the domain is important to have meaningful conversations with key BFSI stakeholders, beyond CIO and CTO, and be very focused on identifying low hanging fruits, key innovation areas and developing cloud solutions that address specific business challenges.
Develop strong executive connects with key ISVs and define joint GTM propositions
Demonstrate sales excellence, maintain accurate forecasts and growth plans.
Create & articulate compelling value propositions around AWS services.
Possess the technical ability to explain (not implement) Cloud Computing, infrastructure solutions (Server, Storage, DC Services) & Internet architectures (firewalls, load balancers, etc).
Prepare and give business reviews to senior management team.
A day in the life
Identify key business challenges in FSI. Curate a list of strategic industry solutions. Establish senior stakeholder connects. Drive a GTM motion to ensure value to the customer, ISV and AWS.
About the team
About the team
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. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.
Diverse Experiences
Amazon 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
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18+ years of IT sales experience selling IT infra or application software in FSI.
Ability to operate in a very dynamic changing environment based on client behavior and requirements.
Ability to call very high (CXO levels and LOB heads ), engage multiple customer stakeholders, influence customer buying behavior and technology choices, as opposed to simply fulfilling established customer needs. Ability to operate in a very dynamic changing environment based on unpredictable customer needs (needing strong backbone).
A self-aware individual - confident of his strengths but aware of areas that need improvement.
Knowledge of the working and IT systems in a bank is critical to be successful.
A strong track record of success in previous roles, esp with large enterprise customers in the BFSI domain. Good existing CXO relationships with key bank stakeholders and ISV partners are preferred.