Global AWS Alliance GTM Director

Job Description

Position Overview: The Global AWS GTM Leader will set the worldwide Zendesk go to market strategy with AWS and execute on it through a team of Alliance Managers across all regions. This person will be building and driving this strategy with the most senior AWS and Zendesk sales, partner and marketing leaders. They will ‘activate’ the AWS field by raising visibility and evangelising the value of Zendesk’s offerings, especially the new Zendesk for Contact Centre powered by Amazon Connect, to AWS sales and marketing leaders and their teams.

Zendesk’s ambition is to be the leading channel partner for Amazon Connect, and to accelerate Zendesk’s business through co-selling, AWS Marketplace, joint sales plays and pipeline generation programs with AWS. This role will be critical for the growth plans that Zendesk has, and so will have aggressive KPI targets in terms of co-sell business and pipeline growth with AWS and high visibility across the Zendesk executive leadership team. They will build strong relationships with AWS global partner, sales and Industry leaders, and be ever present at global AWS offices and events. 

Key Responsibilities:

AWS GTM Strategy & Management: 

• Determine areas of priority focus (segment, industry, regions, countries, etc.) to build engagement with AWS field leadership and their teams

• Develop and execute WW GTM plan with AWS

• Recruit and manage a team of AWS Alliance Managers across all regions

Contact Center - Raise awareness of Zendesk for Contact Center with AWS leadership

Global Sales: Excellence in co-selling

• Develop a worldwide framework to scale co-selling with AWS including metrics for success and recommended sales comp strategy for Zendesk AEs, Alliance managers, SPIFF programs to drive co-sell engagement with AWS

• Develop materials, tools and enablement required at both AWS and Zendesk

Global Industries: Industry focus and messaging

• Work with Zendesk industry leaders to develop AWS specific messaging

• Identify joint industries of focus and develop worldwide plan to win together

• Build close engagement with AWS global leaders of priority industries

Marketing: WW AWS marketing strategy and execution

• Work with AWS and Zendesk global/regional marketing leaders to identify, plan and execute joint campaigns and events to generate pipeline and raise awareness in the AWS field

Requirements:

• BA, BS (or equivalent work experience), MBA preferred or equivalent military experience required

• 10+ years experience in Alliance GTM Leadership – preferably working at, or with, a cloud service provider such as AWS; 7+ years in global role preferred

• Experience demonstrating the relevant skills for the role including managing a global complex strategic alliance

• Proven track record for successfully growing business through a strategic alliance with AWS

• Established relationships with global leaders within AWS, and deep experience in navigating the AWS organisation and programs

• Industry knowledge of Cloud Service Provider (AWS) strategy and roadmap required

• Experience applying scale to an existing alliance. You’ll be the person to determine how we should be growing with AWS globally.

• Having worked with AWS is mandatory. Preference for having worked at AWS previously. 

• You are a quick, autonomous operator and strategic thinker, with a bias for execution and results driven

• Organized and focused to track the multiple workstreams and drive them to successful execution

• You take initiative when you see work that needs to be done

The US annualized base salary range for this position is $206,000.00-$308,000.00. This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

<