Job Description :

We are seeking an exceptional leader to drive AWS's Small and Medium Business (SMB) segment across the MENAT and SSA. This pivotal role will lead a high-performing team of Sellers to accelerate cloud adoption among SMB customers in one of AWS's most strategic markets. This Leader will be responsible for developing and executing go-to-market strategies, building partner ecosystems, and delivering revenue growth while fostering a culture of innovation and customer obsession. This role reports to the EMEA SMB Segment Leader and is a key member of the EMEA SMB Leadership Team.

As a senior sales manager and leader of SMB sales organization you'll be responsible for exceeding revenue objectives, key performance goals, and developing your team. You'll lead, collaborate, and inspire a group of account managers while being responsible for revenue and market share growth with both new and existing AWS customers.

Key job responsibilities
Strategic Leadership & Execution:

Develop and execute comprehensive SMB growth strategies for the UKI market
Drive revenue growth and customer acquisition targets through data-driven decision making and innovative go-to-market approaches
Build and lead a high-performing team of CSRs and Field Sellers, fostering a culture of ownership, innovation, and customer obsession
Establish clear performance metrics and accountability frameworks to track team and business performance

Partner Ecosystem Development

Build and scale a partner-led SMB business model in alignment with EMEA's 2028 partner strategy
Develop strategic relationships with key partners, including ISVs, SIs, and resellers to expand market reach
Leverage AWS Partner Network to accelerate customer adoption and solution delivery

Customer Success & Growth

Champion customer obsession by ensuring exceptional customer experiences throughout the cloud journey
Drive adoption of AWS services, with particular focus on emerging technologies including GenAI, data analytics, and migration solutions
Implement scalable customer engagement models that balance high-touch and digital-led approaches
Develop customer success metrics and ensure continuous improvement in customer satisfaction and retention

Team Development & Culture

Recruit, develop, and retain top talent
Foster a culture of continuous learning, experimentation, and innovation
Provide coaching, mentorship, and career development opportunities for team members

Cross-Functional Collaboration

Partner closely with EMEA SMB Leadership Team peers to share best practices and drive segment-wide initiatives
Collaborate with Marketing, Partner, Product, and Solutions Architecture teams to optimize customer outcomes
Represent UKI SMB interests in regional and global forums, contributing to strategic planning and resource allocation
Drive alignment with broader AWS UKI leadership on segment priorities and initiatives

Market Intelligence & Innovation

Maintain deep understanding of UKI market dynamics, competitive landscape, and customer needs
Identify emerging trends and opportunities in the SMB segment, particularly around AI, digital transformation, and industry-specific solutions
Drive innovation in sales plays, engagement models, and customer success programs
Leverage data and analytics to inform strategy and optimize business performance

Operational Excellence

Establish efficient operational processes and systems to support team productivity and customer engagement
Manage budget and resource allocation to maximize return on investment
Ensure compliance with AWS policies, procedures, and governance requirements
Drive continuous improvement in sales effectiveness, customer engagement, and operational efficiency

BASIC QUALIFICATIONS

- Bachelor's degree in science, technology, engineering, math, business or equivalent
- Experience in a people management role, leading teams and growing organizations
- Experience in written and oral communication, including the ability to communicate with all levels in the organization (technical, business, executive)
- Bachelor's degree in business, data science, public administration, finance, engineering, human resources, or related field, or MBA
- Experience in technology-related business development, sales strategy, operations, or other sales-related fields
- Experience in the advertising, media or agency landscape, and proven track record of reaching and exceeding sales revenue goals via new and existing business

PREFERRED QUALIFICATIONS

- Master's degree in management, business administration, economics, engineering, marketing, or Bachelor's degree
- 5+ years of business development, account management, product management, project management, financial analysis and/or marketing experience
- Experience communicating complex concepts clearly and persuasively to different audiences
- Experience designing and executing joint marketing plans with strategic alliance partners with global footprint
- Experience developing tools, reports, process maps, scorecards, and data visualizations that improve upon those currently employed for understanding the business and making decisions

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Head of SMB MENAT/ SSA, EMEA SMB