Principal, Customer Engagements and Solution Adoption, Go to Market Solutions - Telco

We’re looking for an accomplished industry leader to lead the Strategic Customer Engagements and Solution Adoption for the AWS Telco IBU GTMS team. The Telco GTMS team focuses on defining and driving industry specific solutions for AWS Telco customers. Telco IBU GTMS team aims to enable Telecom Service Providers operate their business and their networks using AWS services to achieve a lower cost to serve/operate and to help them innovate to delivery better customer experience and richer products/services, and to optimize their service delivery. AWS Telco IBU Go to Market and Solutions team has the mandate of working with all Telco Service Providers globally and transforming all aspects of their business across the value chain and across the topology of their network.
The successful candidate will lead strategic customer engagements to drive both light house customer wins for specific solutions, and also lead the execution on large complex strategic engagements involving multiple Telco industry solutions. The successful candidate will a technical perspective, understand the industry solution landscape across Telco customers, key ISV dependencies, and shall be able to drive customer adoption through direct engagement, building a thriving partner ecosystem, enabling field sales teams, and ensuring key deals are on track in partnership with GTM and field sales organizations. This role combines technical acumen, sales development experience, and the ability to build mechanisms to drive/measure business velocity.

Key job responsibilities
Customer Adoption & AWS Field/Customer Engagement
• Drive customer adoption of the agentic transformation initiative by directly engaging with Telecom Service Providers globally, understanding their business challenges, and demonstrating the value of agentic solutions.
• Build and maintain executive-level relationships with customer C-suite and technology leaders, positioning AWS as the strategic partner for network and business transformation.
• Understanding the different domains and Line of Business Solutions for Telco industry, and the ability to track the progress of market making and scaling solutions across different geos.
• Ability to influence the field teams and build strong relationships with sole focus to enable business acceleration.
• Lead customer workshops, proof-of-concept engagements, and pilots to validate Telco industry solutions and accelerate production deployment.
• Create compelling business cases and ROI frameworks that articulate the transformative impact of AWS solutions for Telco customers
Partner Ecosystem Development
• Develop and scale the partner ecosystem, working with ISVs, SIs, and technology solution providers to create repeatable, scalable industry solutions.
• Engage technology solution providers’ field sales organizations, channels, and end customers to create and drive revenue opportunities for AWS Telco solutions.
• Create and execute joint go-to-market strategies with key partners, including joint value propositions, marketing initiatives, and sales motions.
Field Enablement
• Design and deliver comprehensive field enablement programs that equip AWS sales teams, solution architects, and partner teams to effectively position and sell Telco solutions.
• Develop training materials, sales playbooks, competitive positioning guides, and technical enablement content for the Solution portfolio.
• Create and maintain a library of customer success stories, reference architectures, and demo environments to support field engagement.
Key Deal Management & GTM Execution
• Drive key deals and strategic engagements by working closely with the GTM team and field sales teams to ensure opportunities are identified, progressed, and closed effectively.
• Set and manage revenue targets and work with partners and AWS sales organizations to achieve and exceed goals.
• Ensure that there is a strategic business development plan for target markets aligned with AWS strategic direction, including detailed account plans to track progress and goal achievement.
• Create and execute operational rigor including territory management, account management, segment plans, and business reviews (internal/external).
• Prepare and deliver business reviews to senior management, managing complex negotiations and serving as a liaison across cross-functional teams.
• Manage complex contract negotiations and serve as a liaison to legal, finance, and compliance teams as needed.


A day in the life
Your typical day could include defining the next evolution of the Agentic Universe platform with engineering teams, presenting the agentic transformation vision to a CSP’s C-suite, reviewing proof-of-concept results with a customer’s technology team, conducting a field enablement workshop for regional sales teams, aligning with partner ISVs on joint solution development, reviewing key deal progress with GTM leadership, preparing thought leadership content for an industry conference, or designing new go-to-market channels to accelerate agentic solution adoption across the telecom industry.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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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Work/Life Balance
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Basic Qualifications

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of professional or military experience
- 7+ years of solving problems with technology in the Telecommunications industry experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree

Preferred Qualifications

- MBA
- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, CA, Mountain View - 193,700.00 - 262,000.00 USD annually