Director FSI Sales, AWS UK & Ireland

DESCRIPTION

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, which provide a platform for IT infrastructure in-the-cloud that is used by hundreds of thousands of developers and businesses around the world. These customers range from start-ups to leading web companies to Global 500 companies in financial services, pharmaceuticals, and technology.

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 come 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.

Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

BASIC QUALIFICATIONS

• A deep knowledge and understanding of the FSI ecosystem
• Deep technology related sales or business development experience with mid / large sized enterprises
• Extensive technology related sales management or business development experience while working with and influencing CXO level leaders
• Strong leadership skills and experience leading a team of sellers focusing on enterprise accounts
• A solid understanding of digital transformation and the nature of disruption and a track record of delivering (or influencing, advising senior stakeholders in the delivery of) disruptive digital implementations.
• Strong verbal and written communications skills
• BA/BS degree