Director FSI Sales, AWS UK & Ireland

Director FSI UKI

Amazon Web Services (AWS) is a pioneer and recognized leader in Cloud Computing. Since 2006, AWS has been offering IT infrastructure services to businesses in the form of web services, providing a platform for IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. As we rapidly grow our business AWS is seeking a world-class professional for the role Director FSI UKI to help manage customer relationships with some of the largest Financial Services and Insurance (FSI) companies in the UKI. AWS is one of Amazon's fastest growing businesses, servicing customers in more than 190 countries. This role will help the largest organizations in these sectors to use cloud technology to accelerate their hyper growth by building new innovative businesses on AWS. We are looking for a senior professional with a background in leading highly effective teams and experience in the relevant ecosystem of banking, finance, etc. You will be actively contributing to the strategy and operations of the segment. We see you being a hands-on and Change Leader who can drive a sense of urgency in supporting your team and leading your customers. You will facilitate customer interaction and provide help in delivering results with current and new customers. You will collaborate across multiple functions as the role will operate as part of the broader Enterprise segment Team which consists of Account Management, Business Development, Solution Architecture, Partner and Marketing, etc. You should be a self-starter with entrepreneurial spirit who is motivated by supporting organizations to rapidly develop the capability to drive digital transformation, optimize their use of AWS technologies, and to collaborate with services and ISV Partners. You thrive in a fast-paced environment, love to execute against ambitious goals and have a passion for technology.

As the Head of Financial Services Sales you will have the exciting opportunity to help drive the growth and shape the future of an emerging technology. Your responsibilities will include building and managing a highly talented sales team focused on driving adoption and market penetration. FSI is one of the most regulated industries and hence there is deep conservatism in their approach to public cloud. As such, these requirements also need to be well understood and addressed, not just in terms of the explicit regulations but also internal risk and compliance requirements. It requires someone who can actively persuade many of the stakeholders who get involved as a result. Ability to call high and have a credible organization is key. Large FSIs also carry deep technical debt and are predominantly buyers of COTS products, rather than builders. To this extent, domain expertise becomes critical as the sales motions are largely focused on solution-selling and not technology-sales. Growing beyond the migration projects (driven by CIO/CTO), requires the ability to present a compelling proposition to business stakeholders that spans Marketing, Risk, Compliance, Finance/Treasury. This is true of even technologies like Analytics/AIML that need to be sold with a use-case in mind. This also requires knowledge of the key ISVs in each of these business areas of the domain and the ability to pick the right one to take to the customers. Hyper growth verticals also bring the nuances of complex deals. All these require extensive negotiation skills and have long cycles. In each of these, the trend is that COO/CIO/CTO has personally driven the conversation and as such requires experienced negotiations that span regulatory, compliance, technology and business needs.

Key Job Responsibilities

Each FSI customer comes with their own unique needs. There is also the added complexity of understanding the various sales motions like Sell-To, Sell-through, etc. The engagement scope is widely increased as a result, well beyond the CIO/CTO. This demands a high degree of operational rigor and excellence.

• Drive revenue and market share in the sub-segment
• Meet or exceed quarterly revenue targets
• Establish trusted executive relationship
• Owning all commercial constructs and driving cross functional teams to deliver large and complex deals. Working closely with regulators
• Support Customers migrate to the cloud, innovate at scale, drive digital transformation and drive a DevOps approach
• Develop and execute comprehensive business plan
• Build and manage the enterprise team. Actively coach your team to articulate the compelling value propositions around AWS and Amazon
• Facilitate long-term relationships with key accounts on C-Level
• Help scale the business by working with internal and external stakeholders
• Supporting the ENT Segment Leader in leadership meetings and management reporting
• Act as a role model, embracing the Amazon Culture

About the Team

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.

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